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The ROI of Trust in Selling

Published on May 25, 2016

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PRESENTATION OUTLINE

1.

ROI of Trust

In Social Selling
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2.

@barbaragiamanco

aa-isp atlanta #is14
3.

today's conversation

  • sales disruption
  • today's buyer
  • change the playbook
  • trust matters
  • social media and selling
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4.

DISRUPTION

buyer behavior has changed!
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5.

TODAY'S BUYER

roughly 90% do not respond to generic email or cold calls
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buyers don't believe you

that leads to no trust and no sale
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7.

buyers start the sales process

WITHOUT YOU
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8.

They aren't just better informed

they are busy and over worked
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INUNDATED WITH SALES PITCHES only...

  • 10.5% return phone calls
  • 9% respond to emails
Source: 2012 International Data Corporation Survey
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10.

doing the same things

over and over expecting different results
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11.

BAD NEWS FOR SELLERS

  • Over half close at less than 40%
  • Only 52% can access key players
  • 40% don't understand buyer pain
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12.

BUYERS EXPECT MORE!

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how you sell

is more important than what you sell
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14.

stop boring

with pitches and feature dumps
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15.

LISTEN

stop talking at me
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16.

do your homework

understand my business challenges
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The ROI of Trust

faster deals + lower cost + higher margins
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BUILD TRUST

through connection, caring, credibility
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STAND OUT

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20.

use social media

to build trusting relationships
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Connect

p2p - person to person
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Give

without expecting an immediate return
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or TRUSTED ADVISOR?

credibility is earned
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24.

care

about the impact what you sell makes
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25.

USE SOCIAL IN SELLING

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26.

Spray and pray

IS NOT AN EFFECTIVE SALES STRATEGY
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27.

STRATEGY

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28.

SKILLS

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execution

30.

there are no shortcuts

building and nurturing relationships takes time
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31.

connect with me

@BARBARAGIAMANCO www.scs-connect.com
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Barbara Giamanco

https://www.scs-connect.com