How Social Selling Skips The Sales Process

The last few days I have been engaged in several conversations about social selling and the overall sales process.  There seems to be an ever growing gap between social selling and actually realizing the goal to increase sales.

social-selling

What some sales people believe is just by being social through the various Internet sites will somehow automatically increase sales. This belief is a disaster waiting to happen.

Why not? For some think that by sitting in front of a computer is far easier than actually driving to meet potential clients or having to pick up that phone  to make a cold call? Brrr!!!

This might be true if your network is extensive enough and you have transactional products that are affordable and do not cost an arm and a leg. However many small business owners and sales professionals do not have that strong of a network.

Additionally, if “sales is the transference of feelings” (Zig Ziglar), then it makes sense to be able to transfer those feelings eyeball to eyeball, face to face and not finger tip to finger tip. Sales Coaching Tip:  People buy from people, not robots.

Social selling (if is truly exists and I do not believe it does because all sales is social) can lull sales people into skipping the actual selling phase of the sales process. In other words, social selling is really social marketing.

Potential buyers in many cases may not reveal their wants or their needs.  Sure you have their attention and have a solid relationship, but you may not know if they meet your ideal customer profile. This happens  as you leave the marketing phase and enter the selling phase of the sales process.

Yes social selling is really social marketing.  The sales process including marketing and selling. Until you know for sure your ideal customer or potential buyer has a want or a need, you as the salesperson cannot work them through your sales funnel or sales tunnel.

 P.S. If you are a crazy busy small business owner or sales professional, you may find the 60 Minutes of Good Content into 30 Minutes of Great Content webinar series of interest.

Share on Facebook

Leave a Reply

CommentLuv badge

Spam Protection by WP-SpamFree

RSS Subscribe!
Congrats!
NWI SBDC awarded Small Business Journalist of 2014 to Leanne Hoagland-Smith. Awards to be held on Nov. 12, 2014 in Merrillville, IN.
Free Sales Profile
Get this free sales skills
Coaching Tip
In sales silence is green. Credit www.sxc.hu
Weekly Small Biz Column
Sign up to receive weekly business column devoted to small businesses and busy sales professionals Leanne's business column.
Be the Red Jacket
Seeking an easy and practical book on marketing, selling and sales? Read the reviews at Amazon and then order your hard copy or eBook.
Sustainability Expert
The Institute for Sustainability
Ezine Expert
Blogroll – Leadership, OD
Contact Coach Lee

Leanne Hoagland-Smith
219.759.5601 Main Office CDT
219.508.2859 Mobile CDT

Office located near Chicago, IL

www.processspecialist.com Main Website

Sales Corner

Tracking by The Sales Corner
Blog Rankings
Business Blogs - Blog Rankings
Blog Top Sites
Plazoo
RSS Search
Blog Log