I don’t consider myself old, but I am starting to waver on that belief after reading this Selling Power article. I started selling back in the days before cell phones and Internet, when the fax machine was viewed as such a timesaver. Frightening by today’s standards. The article identifies 4 selling skills you need in today’s socially-connected world. Here are the first 3: Social Listening Social Researching Social Networking Those 3 are critical and hopefully most salespeople are aware of these needed skills. However, the 4th point is most interesting: 4. Social Engaging This is the newest skill for sellers. Consequently, it holds the biggest competitive advantage for sellers who… Read More
Continue ReadingBuilding Rapport
Saleshq.com provides a simple list of suggestions for building rapport and connecting with others at networking events. I’m not certain the list is all that remarkable, but I was struck by a couple of tips: 5. Show interest in your conversational partner by actively listening and giving verbal feedback. Maintain eye contact. Never glance around the room while they are talking to you. 6. Listen more than you talk. Clearly you have to talk to build rapport, but the actual bonding occurs when your mouth is closed. I especially enjoyed the suggestion to “never” look around the room when someone is speaking to you. I have a friend who does… Read More
Continue ReadingThe Best Social Networking – In-Person
I don’t think this is a big surprise, but in-person networking is the most important. From the Career News newsletter (sorry, no link): While the execs expected the importance of online networking to grow from 24% now to 38% in two years’ time, that’s still less important than developing personal contacts (81%), contacting recruiters (63%) or using job boards (51%). Some 93% of the senior executives surveyed said putting time into developing their ‘personal brand’ was a wise career move. While some three-quarters said this was best done offline, two-thirds said they do use social networking sites to look good. Commenting on the findings, Carol Rosati, director at Harvey Nash,… Read More
Continue ReadingCold Calls Or Connections
We have been debating the merits of cold calling recently here at Select Metrix. My take is that it is an archaic approach that appears active but produces little. I don’t recall the other argument since mine was so persuasive (that ought to get Lee going). Here is another take on cold calling from one of the Inc.com blogs: First, no more cold calls! They don’t give enough of a return, and we typically have the wrong people doing them (the new hires). Instead, let’s try Six Degrees of Separation for business. If the world is truly “connected,” — and it is — why make cold calls when we can… Read More
Continue Reading