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Social Selling: Interview with Tim Hughes

In a digital world, your LinkedIn Profile is a vital part of your sales tool kit. In this 20 minute interview Social Selling expert Tim Hughes, talks in depth with Naomi Johnson, about how a good LinkedIn profile will build rapport with your prospects, set you up as the ‘go to expert’ for your product or service, and have you quickly become a relevant and necessary part of the buying process.

 

Key Points to Note:

  • Social Selling is about influencing and engaging with prospects as they make a decision to buy. Depending on the product and service, 60-100% of a buying decision is now made online with the prospect only consulting a sales person once they’ve decided they want to buy.
  • Research shows that buyers consume 12 assets before making a decision, and will often end up knowing more about a product or service than the sales person. People buy from people. They always have done and always will. Therefore building a strong relationship with the prospect during the sales process is critical. This is done by adding value and supporting the prospect find the right solution for them (not for you).
  • Many companies require 2-3 quotes before engaging in a sale. A good social selling campaign can easily take you from 3rd position to first and put you firmly in the running for new business. If your ideal customers are not short-listing you as a provider, you’re doing something wrong.
  • Before going to meeting people, often prepare by researching individuals online first. Providing quality information can advance a conversation away from high-level discovery, to something more detailed shortening the sales cycle. A poor profile can instantly put you at a disadvantage if a competitor’s profile is even slightly more professional.

 

 

Social Selling: Interview with Tim HughesTim Hughes

Oracle | Cofounder of The Sales Lounge

Responsible for introducing Social Selling to 2000+ people in Oracle. Inventor of the 5 Pillar Methodology empowers companies to implement Social Selling for competitive advantage. Visit the Social Sales Lounge

Social Selling: Interview with Tim HughesSocial Selling: Interview with Tim Hughes

 

 

Social Selling: Interview with Tim HughesNaomi Johnson

TheProfile.Company | Expert LinkedIn Profile Writer

Founder of TheProfile.Company and author of What to Put on Your LinkedIn Profile, Naomi writes LinkedIn profiles for CEOs, Entrepreneurs, and Sales Teams.

Visit TheProfile.Company 

Social Selling: Interview with Tim HughesSocial Selling: Interview with Tim Hughes

 

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Social Selling: Interview with Tim Hughes

Social Selling: Interview with Tim Hughes