This article is reprinted, with the author Glenn Gow’s permission, from the WittyParrot “My Best Tip for Sales Success” eBook published in May 2015.
It is well-known that buyers have shifted their journey to the digital world. They look online to do their research & get information to inform them of what to buy. The most valuable information comes from trusted sources, & most of those trusted sources are on social channels.
While you may not be a “friend” of a potential buyer – you can become a “person of trust”.
A “person of trust” shares information that helps buyers understand the nature of their problems & shows them how to find ways to address their problems – without always focusing on their specific solution. The Social Selling salesperson becomes a source of valuable information to buyers.
Eventually, when the buyer is ready, they will reach out to the salesperson they trust the most for more information.
About Glenn Gow
Glenn Gow is an expert in marketing technology, a “Top 25 Marketing Influencer of 2014”, an Advisory Board Member, Author, Speaker, Podcast Host and CEO of Crimson Marketing. He has advised most of the biggest brands in technology on their marketing, & deeply understands the issues marketers are facing & what they are doing about it.
Glenn hosts a popular podcast called Moneyball for Marketing where he interviews CMOs & other Senior Marketing executives on Big Data & Marketing Technology. Crimson Marketing is expert in marketing technology.