Social Selling Reinvented

• Instructor-led in-class over one, two or three days
• On-site with the opportunity to customize

Social Selling has dramatically changed the role of the professional salesperson. The marketplace today is highly competitive and ever-changing, buyers expect more – information, expertise and professionalism. They demand value not only in your products and services but in your relationship with them as well. The emergence of social media sites such as LinkedIn, Twitter, Facebook and You-tube amongst others has created an un-level playing field, between those who have adopted social media as part of their disciplined sales process and those who have not, the latter being quickly left behind.

This workshop will demonstrate the importance to your company’s sales and marketing strategy and will demonstrate the power of the most influential business to business social selling site – LinkedIn.  We will also review the other main business social media sites, Facebook, Twitter, Instagram and You Tube and Learn how these powerful platforms can be leveraged as part of your company’s consultative sales process to garner information and connection points with your target customers.

IMPORTANT: Before the course begins, participants are required to complete the pre-work self-study, Candidates also need to bring a WI-FI enabled Laptop, already have active social media accounts (LinkedIn, Facebook, Twitter, Instagram and You Tube).

You will learn how to use consultative selling techniques and practise them through individual and group exercises and business case studies. You will learn a step-by-step process that you can implement immediately for acquiring and retaining.

• Identify and develop a strategy for Social Selling Success
• Increase client penetration, retention and satisfaction
• Maintain a successful and consistent Social Selling prospecting funnel
• Convert prospects to “hot ones” more successfully using Social Media
• Increase company brand strength
• Demonstrate competency and integrity through Social Media

Students will be presented areas and topics to practice from one session to the next and expected to share experiences for group discussion, students will be required to bring their WIFI enabled laptops and have completed all pre-work exercises.What is Social Selling and Why Should You Care if you are in Sales.

• Overview of what Social Selling actually is – common myths debunked
• Empirical data supporting the use of Social Selling techniques in modern sales
• Social Selling Examples – The Good, the Bad and the Ugly
• Creating a desire to use Social Media within your organization

Understanding and Managing Your LinkedIn Online Profile

• Recognizing that your online actions reflect yourself and the company you represent
• Identifying the most appropriate Social Media Platforms for your business
• Recognizing the most effective times of the day for you to be active in Social Media
• Importance of developing and maintaining a professional standard of service, behaviour, and conduct online
• Building a strong profile: Profile, picture, summary, keywords, skills list, endorsements and recommendations, increasing profile strength and profile ranking
• Developing security strategy – Privacy settings, connections
• LinkedIn Policies to be aware of – Group Restricted Access, IDK’s and CASL awareness and compliance principles

Keep, Find and Close Activities

• Understanding the psychology of influence as it relates to Social Selling
• Maintaining relationships with existing accounts through the use of Social Media
• Developing deeper relationships with existing accounts, (Deeper, Wider, Higher model)
• Mastering high-value tools for effective prospecting: steps to effective new business creation and five critical prospecting rules for Social Sellers. Who viewed my profile, people you may know
• Developing strategies for effective participation in Groups, Newsfeed, Company Pages and Following companies and people on LinkedIn
• Strategies to increase integration and synergy within key accounts – partnership evolution
• Use of LinkedIn advanced search filters to help establish and create organizational structures for key accounts
• Utilization of Social Selling techniques to facilitate the Consultative Sales Process.
• Integration of LinkedIn Social Selling with other Social Media sites

Measurement & Management of your Social Selling Program

• Creation of closed-loop Social Selling Program
• Key Ingredients to create successful Social Selling Programs
• Using the S.M.A.R.T. model for developing your Social Selling goals
• Determining what metrics we should be measuring to determine the overall effectiveness of our Social Selling activity
• Calculating sales Returns on Time Investment (R.O.T.I.) for Online Activity

*Note: This workshop is specifically designed for business to business selling.