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Social Media Podcast for Social Business by Shane Gibson Speaker and Author

Shane Gibson; Author | Professional Speaker | Sales Trainer | Social Media Analyst

Blog

  • Apr 23 / 2015
  • 0
Sales Management Blog, Sales Training, social media

What does the sales manager of the future look like? #SalesTribe

Sales Manager Technology and Social Future

 

Sales management and sales leadership in the near future will look very different from the way it looks today. Every day there’s a new gadget, widget, crm and sales guru touting groundbreaking methodologies. The question is what skills does the sales manager and sales leader of the future really need? I asked this question of 30 sales authors and sales thought leaders during our #SalesTribe twitter chat and here’s what they had to say:

  • Apr 22 / 2015
  • 3
Sales Tribe Twitter Chat Group
Events and Seminars, social media tips, social selling

The Future of Selling #SalesTribe #TwitterChat Top Tweets

What happens when 30+ sales thought leaders and sales authors get together to talk about the future of selling on Twitter? 1100+ Tweets, 129 engaged participants and a ton of sales wisdom and insights to share. With 1100 tweets it got a little challenging to follow the conversation but I managed to pull some of the great answers from the tribe. By no means is this totally inclusive, you’re going to have to search #salestribe on Twitter to see the whole conversation, but here are the highlights:

Also here’s some quick high-level stats on the size and reach of the chat. Stay tuned for our next one in just a few weeks time!
Sales Tribe Twitter Chat Group
  • Apr 10 / 2015
  • 0
Twitter-Sales-Chat-Linkedin
social selling

The Future of Selling #SalesTribe Twitter Chat April 21st!

Join us on April 21st to talk about the Future of Selling

I’m honoured and excited to be part of a Twitter chat on this month along with over 30 leading sales authors and thought leaders. It will be held on April 21st 2015 10 am Pacific / 1 pm Eastern

sales chat, twitter sales, social selling

The future of selling Twitter sales chat.

For the first time we are bringing together over 30 leading sales authors and thought leaders to share their insights on the future of selling. This fast paced hour long Twitter chat will discuss:

  • How to Win with Social Selling
  • The latest sales apps and tech tools
  • Is Cold calling really dead?
  • Tips, hacks and sales principles for succeeding in 2015 and beyond

I will be moderating the Twitter chat (@ShaneGibson) posting questions and attempting to engage in what will be an enormous conversation on the future of selling. Follow the #SalesTribe hashtag to get involved in the conversation. See you on April 21st!

  • Jan 14 / 2015
  • 1
LinkedIn Social Selling Seminar and Speaker Shane Gibson
social media speaker, social media training

LinkedIn For Business

LinkedIn Social Selling Seminar and Speaker Shane Gibson

 

A big thanks to the BMO Financial Group for inviting me to speak at your business development conference. LinkedIn as I mentioned is not a strategy, it’s a great tool IF you have the right processes and disciplines in place.

The key components of a great LinkedIn in strategy includes:

  1. Having a complete profile with a current professional looking picture. (No phantom hands on your shoulder from the person you cropped out of your photo)
  2. Include as much of your work history, personal interests, memberships and rewards as possible – people buy from real people and also want to see you have a track record and some depth.
  3. Ask for and give written recommendations
  4. Embed relevant rich media like photos, video and slideshare presentations to turn convert your profile from boring online resume to an engagement page.
  5. Register for LinkedIn publisher and create unique content that speaks to your audience
  6. Curate and share great content daily to stay on the radar of your connections “Mindshare = Wallet Share”
  7. Make a habit of visiting LinkedIn daily
  8. Reach out and ask for new connections and introductions daily
  9. Lastly this is not a video game – don’t just collect contacts, use the internet to get off of the internet and build real relationships (that’s how you create social media ROI).

Here’s my presentation deck:

 

  • Jul 21 / 2014
  • 0
Sales Training Canada Intent in Conversations
Sales Articles, Sales Blog, Sales Training

How Intent Can Empower Your Sales Conversations

Sales Training Canada Intent in Conversations

Many variables can impact our chances of closing a deal, they include but are not limited to: industry, geography, financial situation of the customer, product quality, the customer mood or sentiment and a variety of other influences.

When comparing sales people within the exact same company very few things influence the level of one person’s success over the other more than the quality of conversations they have with future and existing customers.

Too often sales training is focused on telling people what to say. What we need to really focus on is how to think and have great conversations. Those people who can have great conversations rarely are thrown off-guard by customer questions, objections or complaints – they’re not afraid to hand the reigns over to the customer. There are several key competencies to being a great conversationalist. The first most important one in my opinion is a positive intent.

Before awareness, asking great questions or listening I truly believe intent comes first. It’s the pillar of your sales strategy. When you pick up the phone or step into a client meeting your intent will frame what you hear, the words you use and even your tonality, body language and pace of conversations.

An sales person answering customer inquiries could have the intent to “get an order” or “sell something from my product line.” This intent limits the customer experience in many cases and also misses larger opportunities. “Get the order” often translates to being an order taker, we ask fewer questions and the questions we ask are about driving the person to a predetermined product or service. If it’s not an ideal fit we often have to rely on hard closes, discounting and heavy objection handling. In this situation our closing ratio is low and the potential for negative customer feedback is high.

For instance if you work in sales at a an insurance company your intent could be “to sell the people one of our insurance products.” With this type of intent we will tend to ask questions that push people toward a narrow selection of products and if they don’t want that product the conversation can end quickly. This type of conversation can often degrade to a price only conversation or miss opportunities you had not considered. A more powerful intent that would build stronger relationships and create a better customer experience could be: “to guide my customers to invest in insurance products that give them peace of mind and take care of them in their times of need, now and in the future.”

This intent immediately expands our awareness, it changes the questions we will ask the customer and also will expand the product offerings we will talk about. All of a sudden we are having a conversation about where they want to retire, their 3 children that they want to take care of and what kind of legacy they want to create. We have laid the foundation for a lifetime customer. We also move the conversation to a place where it’s less price focused and more about the true underlying needs and motivations of the customer.

Positive intent is a conscious act that we need to commit to on every call and interaction. When the phone rings consciously state your intent to yourself before you answer the call. It’s a great way to focus and heighten our level of empathy and engagement on the phone (or in-person). When the our sales process starts with the intent to empower people to succeed it adds immeasurable value to the customer experience and it inevitably makes our job as a sales person more rewarding, personally and financially.

Next steps

  1. Create a statement of intent: In two sentences or less state what your intent is going to be on each and every call moving forward.
  2. Type this up, print it out and put it somewhere near your phone where you can see it and recite it before each call.
  3. Be aware over the next several days of the impact this has on your calls.
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