:::: MENU ::::

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

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

Posts Categorized / Sales Articles

  • Jul 25 / 2009
  • 5
Blogathon 2009, Events and Seminars, Internet Marketing and SEO, Leadership, Marketing and PR, Sales Articles, Sales Blog, Sales Training, Sales Training Video, Selling In Turbulent Times, social media, social media podcast, social media training

Guest Blogger Cindy King on International Sales from Social Media

This blog entry was submitted in support of my 24 hour blogathon for the Vancouver Food Bank (donate here to help feed hunger and poverty). Thank-you Cindy King for all of your support. What an eye opening and incredible blog entry and video. Thanks!

Here it is:

Can You Use Social Media To Get International Sales For Your Business?

As a small business owner based in France targeting North American clients, social media makes good sense for me. And it works my business. Why? Because there are no significant barriers created by cultural differences between the social media I use and the people I connect with.

If you want use social media to develop your international business, there are two things you need to remember.

Sales Techniques

You will need to develop strong international sales negotiation techniques.

This comes with practice. But you must be willing to put in the personal effort needed to develop these skills.

Adapt Your Business

Have a look at the 5 different cultural scales outlined by Geert Hofstede:

· High versus Low Power Distance

· Individualism versus Collectivism

· Masculinity versus Femininity

· High versus Low Uncertainty Avoidance

· Long versus Short Term Orientation

What are these scales? They are an attempt to categorize and explain cultural differences.

I will not go into them here, but click through the link above. It is a very interesting table. You will see scores for a long list of countries for all 5 of these scales. And you can choose your country and another one to see how the two sets of cultural differences compare.

Although these 5 scales seem complex and they have their limitations, it is easy to understand why you need to approach people from different cultures differently.

And International Social Media?

Read the news and open your ears. Social media has hit the world everywhere. Here are a few points to remember:

· There are different social medial platforms in different countries

· What is popular in one country may not be popular in another one

· People use social media differently

It is not easy to get international social media statistics. And I am not sure I would even begin trying to get a comprehensive world vision of social media.

I suggest another approach…

Instead of taking on the whole planet, simply because social media is “free’:

· Keep your business in mind.

· Choose one country and jump into their social media environment.

Do not start with social media marketing. Instead:

· Start with social media networking

Get to know how people use social media in their country and then work on finding out how to adapt marketing your business in this new country.

There are some international social media networking scenarios where it is easy to create business relationships from a distance.

If you have any international social media stories to share, I would love to hear them. Please leave a comment below and tell me how you have used social media within part of your sales process.

Cindy King is a Cross-Cultural Marketer & International Sales Strategist based in France.  She uses her dual background in sales & marketing to help businesses improve their international sales conversion and develop country-specific international sales guides. Connect with her on Twitter @CindyKing

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

Blogathon 2009 for Vancouver Food Bank

  • Jul 25 / 2009
  • Comments Off on Dave Kahle Sales Blog Guest Entry on Keeping Track of Names
Blogathon 2009, Leadership, Sales Articles, Sales Blog

Dave Kahle Sales Blog Guest Entry on Keeping Track of Names

Sales Best Practices: Keeps track of all the names, titles, and positions of all the key contact people within every account.

This is so basic, you would think everyone would be doing it. Not so.

I was sitting across the desk from the operations manager of the company for which I had worked a number of years earlier. We were reminiscing, and he told me this story.

In the time after I had left this company, it had been swallowed up by a large national company. Now, at number two in the nation, it was again being merged with number three. The government got involved, and mandated that every salesperson fill out a form for every account doing over $100,000 in annual business.

The operations manager described how he looked over the forms as he assembled them to send back to the government. As he did so, he got a sick feeling in his stomach. It seems that on many of the forms, the names listed were nicknames, and there was no title indicated.

He told me that he realized that his salespeople didn’t know the full name and correct title of the key contact people in their largest accounts!

While that may sound like an exception to you, I have since discovered that it is the rule, not the exception. The sad truth is that few salespeople have systematically collected and stored the full names and accurate titles of their key contact people. As a result, their proposals and correspondence are amateurish and they look unprofessional to their customers.

Such a simple little thing!

Yet, over and over again, it’s not the big things that separate the Top Gun performers from the pack. It’s the methodical, disciplined adherence to excellence in the little things.

I know there are thousands of salespeople who are reading this right now, thinking “I already know that.” Yet, most of them aren’t methodical and systematic in their execution of this practice. It’s not what you know that makes you into a Top Gun performer, it is what you do.

That’s why the best practices are called “practices.”

About the author: Dave Kahle is one of the world’s leading sales training educators. Since 1988, Dave has worked with over 400 companies, helping them to increase their sales and develop their sales people. He’s been published over 1,000 times, writes a weekly Ezine (subscribe for free at http://www.davekahle.com/mailinglist.htm), and has authored seven books. Dave’s website is available at http://www.davekahle.com, and you can follow his sales blog at http://www.davekahle.com/salesblog.

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

Blogathon 2009 for Vancouver Food Bank

  • Jun 05 / 2009
  • Comments Off on Vital Signs Day 18 to The 28 Days to Better Selling
28 days to better selling, Sales Articles, Sales Blog

Vital Signs Day 18 to The 28 Days to Better Selling

Revenues are not a measurement, neither are deals closed, they are results.  They are a result of core habits and behaviors driven into practice over time with discipline.  With any sales goal, you first have to start with an annual dollar figure that is broken down quarterly, monthly and even the daily.  Achieving that goal of course is dependent upon the activities we put into our plan.

Anthony McAleer top producing financial advisor for London Life says it this way: “If you’re not getting the results you want, you’re probably not doing the core activities.” Jim Janz, multi-million-dollar direct sales magnate calls these activities “vital signs.”

Vital Signs
When paramedics arrive on the scene of an accident they will check the vital signs of those injured.  Just because someone is standing upright and talking does not mean they’re healthy. Some vital signs to look for are:

•    Balance
•    Checking if the pupils in the eyes respond to light
•    Blood Pressure
•    Heart Rate
•    Breathing Rate
•    Brain function and nervous system response
•    Sensitivity to palpation
•    And many other factors

If any of these signs are out of sync, there is a chance that the injured is presently in danger, or could experience difficulties later on.

Your business, because you are a business of one, is responsible for bringing in revenues and turning a profit, has vital signs.  Just because you’re making phone calls and networking doesn’t mean you have a healthy business.  Revenues alone don’t mean your business is healthy.

Depending on your business some of your sales vital signs could be the number of:

•    Calls per day
•    In person meetings with clients
•    Proposals written
•    Networking events attended
•    RFPs completed
•    Hours per week organizing or planning
•    E-mails sent
•    Blog entries written
•    Presentations made
•    Prospects added to your list
•    Revenues
•    Number of repeat orders from key accounts

You could also produce and monthly, quarterly or even annual vital signs record sheet.  This process will give you a clear picture of how close you are to achieving your goals based upon your activity.  Over time you will also begin to notice a correlation between specific activities and revenues. These activities could be called “Core Vital Signs.”

In direct sales for instance,  Jim Janz could predict the monthly gross revenues of a group of people based upon the number of people who attended training meetings and how many new people were added to the group over the previous 90 days.  You may find that there is a direct correlation between the number of proposals you write and the number of new clients you close.  The number of cold calls could be irrelevant for instance.

One important fact to note is that once you determine what your core vital signs are, you should book those first in your calendar and make sure that your entire plan is focused on you executing those activities.

In sales often when we are no longer getting the results we want we are no longer doing the key activities that make us successful.  Knowing your vital signs and executing them daily is key to your long term success.

Your Assignment Today is:

1)  List all of your core activities that you daily and weekly

2) Determine which ones are your vital activities that lead to your desired outcomes

3) Map out and begin to measure these activities daily

  • Jun 04 / 2009
  • Comments Off on Sell the Price Difference Not the Total Cost Day 17 of The 28 Days To Better Selling
28 days to better selling, Sales Articles, Sales Blog, Sales Training

Sell the Price Difference Not the Total Cost Day 17 of The 28 Days To Better Selling

We will often get objections that our product or service costs more money in comparison to a competitor.

There are two main questions you need answered before proceeding:

Question 1: “Mr. Client, when you say the price is too high, how high is it? And compared to what do you feel it is too high?

When the client answers this question, you know what amount you are dealing with. The important thing here is to separate that amount from the total amount. By the client telling you the amount, you know what they are happy to pay, so you do not sell them on that amount, they are already sold on it. Focus on the difference.


Client: “I am sorry, but the purchase price of that house is too much.”
Salesperson: “When you say too much, how much too much?”
Client: “About $20,000 too much.”
Salesperson: “So what you are saying is that $280 000 is okay with you, but it is the additional $20,000 that is holding you back?”
Client: “Yes.”
Salesperson: “Well, let’s take a look at what you get for that extra $20,000 or $250 per month in payments. For an extra $250 per month:

  • You are just across the street from the elementary school, and you said you wanted to be close to the school.
  • The area you were looking in is 10 miles further away from your office. You save yourself 20 miles of travel per day, and in gasoline and wear and tear on your car it translates into $5.00 per day, which is over $100 per month. That is almost half of the $250 per month.
  • The house has a view and you really feel a view gives you a sense of freedom.
  • You have a two car garage that is very secure.
  • Your wife is in love with it.
  • You reduce your worry about your children walking to school.
  • You save time not having to drive or walk the kids to school.
  • You are closer to the office and save time again.
  • You end up with a view you want.

Salesperson:    “For a $150 a month on your mortgage I feel this one is the best option we have looked at today.” (You would not use the entire list but probable focus in on the top ones you would feel the client would relate too)

Note:     The salesperson does not say “for an extra $20,000 or for $300,000” which is the total price. The focus is on the difference and the lowest amount and then broken down to a monthly cost

Your Assignment today is:

#1) Look at which services or products you have where you have price objections

#2) Assess how much more they may be perceived to cost in comparison to similar products or services.

#3) Brainstorm all of the additional value financially and otherwise someone would get from paying the extra amount.

#4) Memorize your value added list.

  • Jun 02 / 2009
  • Comments Off on 3 Guerrilla Social Media Marketing Secrets Part 5
Internet Marketing and SEO, Marketing and PR, Sales Articles, Sales Blog, social media, social media training

3 Guerrilla Social Media Marketing Secrets Part 5

This is part part 5 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:

12.     Dependent – “The guerrilla’s job is not to compete but to cooperate with other businesses. Market them in return for them marketing you. Set up tie-ins with others. Become dependent to market more and invest less.” Begin to blog, do interviews and profile your cooperative competitors online and many will reciprocate and help you grow your following and client base.

13.    Armament – Arm yourself with all of the social media tools that your customer consumes or uses.  Also find new markets through arming yourself with new social networks and mediums.

14.    Consent – Permission is number one if you are going to be a Guerrilla Social Media marketer. Take time to build trust and relationships and never overstate or overstep your relationships online with pitches and unsolicited messaging.

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

Contact Shane Gibson Today! Contact us!