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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

Posts Categorized / 28 days to better selling

  • 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
  • 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.

  • Jun 09 / 2009
  • Comments Off on Team Players Make Efficient Sellers Day 22 of the 28 days of Better Selling
* Sales Podcast, 28 days to better selling

Team Players Make Efficient Sellers Day 22 of the 28 days of Better Selling

Too often salespeople even when surrounded by a large corporation do things all on their own.  They have been selected because of their personal drive and focus, but this can also be a downfall.

This podcast is focused on the importance of connecting with and collaborating with internal and external stakeholders. Who knows, maybe the marketing team wants to know who your ideal client is!

  • Jun 09 / 2009
  • Comments Off on Just Thinking About You Day 21 to the 28 Days of Better Selling
* Sales Podcast, 28 days to better selling

Just Thinking About You Day 21 to the 28 Days of Better Selling

Today’s assignment is pretty straight forward. Mindshare = Walletshare. With that said mindshare is gained through adding value in multiple contexts with clients. Your assingment today is to add value by letting five of your key accounts know you are thinking about them and care about their success.

  • Jun 07 / 2009
  • 3
* Sales Podcast, 28 days to better selling

Team Selling Day 20 of the 28 Days to Better Selling

Team selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and coordinate a whole team.

Today’s assignment after you listen to the podcast is as follows:
1)    Develop your own Edification sheet or elevator pitch for your team mates
2)    Get each of them to do that as well for you and then memorize each others “Edification Sheet”
3)    Develop a checklist for prepping for meetings that ensures that you:

a.    Know the key strengths and purpose of those people on your team
b.    Determine the meeting lead
c.    Warm everyone up for the call
d.    Debrief after the meeting  with the key questions:

– What went well?
– What didn’t go well?
– What could we do better?


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