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Shane Gibson's Podcast - Social Selling - B2B Sales and Influence

Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Monthly Archives / June 2009

  • Jun 14 / 2009
  • Comments Off on 15 Ways to Close a Sale Day 27 of the 28 Days to Better Selling
* Sales Podcast, 28 days to better selling

15 Ways to Close a Sale Day 27 of the 28 Days to Better Selling

Today for day 27 of the 28 Days to Better Selling we are covering 15 ways to close a sale. After you listen to the podcast identify how many of the closes listed below that you could apply to your sales process.

  1. The Alternative Close
  2. The Assumed Close
  3. The Minor Decision Close
  4. The Courtesy Close – “silent principle”
  5. The Direct Close
  6. The Urgency Close
  7. The “Shut-up Principle” Close
  8. The “Bonus” Close –
  9. The Objection Close
  10. The “Use of Terms” Close
  11. The Third Party Close
  12. The Summary Close
  13. The Similar Situation Close
  14. The Empathy Close
  15. The Consultant Close
  • Jun 13 / 2009
  • 5
* Sales Podcast, 28 days to better selling

Reducing Anxiety and Worry Day 26 of the 28 Days to Better Selling

Energy management in sales is just as important as time management. Worry and anxiety can be big energy drainers.  Your assignment today is to implement as many of the strategies outlined in today’s podcast as possible.

The following are some ideas, strategies, and tips to proactively help reduce your worry and anxiety:

  1. Set a Specific Time for Worry
  2. Move to Action
  3. Try Exercise
  4. Get Out of Bed Quickly
  5. Post Good News
  6. Surround Yourself with Positive People
  7. Make Meetings Productive with the Worry Chart
  8. Time Limit on Hard Work
  9. Know the Value of the Present
  10. Laugh at Yourself
  11. Give Yourself Special Treatment
  • Jun 12 / 2009
  • 1
* Sales Podcast, 28 days to better selling

Key Skills and Strengths for Selling Intangibles Day 25 of The 28 Days to Better Selling

Yesterday we talked about the importance of proving or selling inangible results related to your products or services.  Today we are going to focus on some of the key attributes needed to do so.  The following provides a brief overview of some of the skills and strengths needed to be great at selling intangibles.

Personal Brand of You
When selling intangible solutions, it really is about credibility and the relationship.  Because the solution is intangible, the purchase is largely based upon the believability of the salesperson.
Having a strong personal brand helps people understand who we are, what we are about, and it removes uncertainty.
People who are good at this type of sales often communicate what they do in a unique way. This means specializing and unique positioning is often necessary.
Passionate Evangelist/Industry Authority or Both
As an extension of our personal brand and our ability to differentiate, our passion and knowledge are critical in selling intangibles. Because the client cannot often experience the service or solution in a tangible way, their experience of you has to be credible and inspiring.
“In communicating, your greatest enemy isn’t the noise around you – it’s the noise you create, un-wittingly” – Harry Beckwith, author of What Clients Love and Selling the Invisible.
Brevity and focus are key. If we focus on one or two core things we are good at and communicate those proficiencies really well, we can own a large portion of client mindshare and wallet share.
Value Builders
Because what we are selling cannot be seen, touched, or measured, we need to be good at building value. Your ability to articulate the real value in terms of return on investment is very important. Solutions must be presented in a way that solves a core client pain or challenge.

  • Jun 11 / 2009
  • 6
Internet Marketing and SEO, Marketing and PR, social media, social media training

3 Guerrilla Social Media Marketing Tips Part 6

This is part part 6 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here’s today’s 3 Guerrilla Social Media Marketing Tips:

15.    Content – “Substance wins over style” Give real value, unique content and do it often with multiple social media weapons.  If you want to dominate your marketplace using social media give more, and give more often.   Your community and Google’s robots will reward you!
16.    Augment – Augment your attack; audit yourself and your strategy constantly.  The world of social media is growing by the millions of members every month.  You have to stay up on the tools and on the demographics of each medium.   NHL Superstar Wayne Gretzky attributes his success on the ice to always knowing where the hockey puck was going to be versus where it was in the moment.  He was always ahead of the game.  You need to be the same way in the social media space. Ask: “What’s next?”
17.     Congruent – Make sure that all of your tools and messages work together.  You should be layering each blog entry, twitter update, or FaceBook post like bricks in a building.  They all are valuable but contribute to a greater masterpiece, your brand and reputation.
Guerrilla Social Media Marketing Secrets Part 1

Guerrilla Social Media Marketing Secrets Part 2

Guerrilla Social Media Marketing Secrets Part 3

Guerrilla Social Media Marketing Secrets Part 4

Guerrilla Social Media Marketing Secrets Part 5

  • Jun 11 / 2009
  • 4
* Sales Podcast, 28 days to better selling

Influencing Top Level Decision Makers Day 24 to the 28 Days of Better Selling

Top level decision makers are results-orientated. Both tangible results and intangible results appeal to them.  In order to be seen as a resource and potential supplier you must tap into their desire to produce results.

The kind of tangible results that appeal to them are:

Raising Revenues:
Show them how their overall volume can be increased; in other words, an increase in sales.

Increase Efficiency:
If they see that their employees, or their equipment, or other capital  will be more efficient, then the chance of their buy-in is higher.

Keeping Shareholders Happy:
Top level decision makers are the ones who have to answer to the Board of Directors and to the Shareholders in a large corporation. Keeping the Board or shareholders happy is their main priority.

Lowering Cost of Production:
Lower costs equal better margins and bigger profits.

Increasing Market Share:
They are interested in advertising, marketing and business development strategies, tactics and methods to increase market share.

Higher Return On Investment:
Can you show them how they will get a bigger return on their investment for the money they invest with your services, products, ideas and concepts?

Dealing With Market Changes:
If you come with solutions for  market changes that affect them, then they will  take the time to explore the possibilities with you.

Intangible Results:

The types of intangible results that appeal to top level decision makers are:

Lower the Risk And Worry:
Anything that you can do to lower or eliminate the risk makes them feel better.

Personal and Corporate Pride:
Senior executives and top level decision makers are at the top because they have personal pride and are proud of the business results that they achieve.

Image – Personally And Corporately:
Yes the car they drive reflects their success level. The suits, the shoes they wear, the house they live in, the office address, and the image their marketing material portrays are all examples of personal and/or corporate image.

Retaining And Attracting Good Employees Who Work Beyond The Norm:
The top level decision maker knows that you win when you have exceptional people working with you.

Your assignment today after listening to the podcast is to:

1) Look at how many of these results your products or services can achieve for your clients.

2) Develop a unique way to present these results you produce

3) Memorize and practice presenting those core results statements that you will use with senior decision makers.

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