How to shorten your sales cycles - being the natural choice for buyers
Timothy "Tim" Hughes 提姆·休斯 L.ISP
Should have Played Quidditch for England
Sales cycles are getting longer
More and more stakeholders are involved in buyer teams
When it comes to those buyers getting together to make a decision
Things get complicated
The buyers have all been out on social media research
They have decided in their own minds the supplier they want
As each individual will have done their own research
You can imagine this is a nightmare trying to get consensus
Which is why decisions just take longer and longer
So how as a salesperson do you shorten the sales cycle
One way is to be the natural choice
How do you do this?
First you need a buyer centric profile on LinkedIn
A profile that sets you apart and one that buyer will see you as a person that can help them
Next you need to be connected to as many of the stakeholders in that company
Don't forget, if your not connected you are invisible
You then put out a selection of interesting and authentic content
Your competition will be putting out brochures, white papers and case studies
You need to be different
Help you buyer, solve their problems
By “waving” at them everyday, you will be the natural choice
They will come to you ahead of your competition?
You can then close the business ahead of your competition
As there is no competition, you will keep your margins up ?
Want to know more about social selling, check out my new book
In this brand new edition, I have updated all the text, I have also got 15 practitioners, so people who are doing this already to explain how they are get (practical) business benefit. From the CEO?that has been running a digital business for over 18 months to sales?leaders who use social selling every day. ?
Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, DLA Ignite and more.
What does?Mark Schaefer, Marketing guru think of the book "social selling - techniques to influence buyers and changemakers - 2nd edition"??watch the video here
It's available on Amazon worldwide. ?Link to Amazon.com here and Amazon.co.uk here.
Hard Cheese!
1 周This extending of sales cycles is increasingly aa problem...not only does it mean time to revenue is longer but also the long the deal is in flight the more chance there it it will fall over!