Test Your Social Selling Effectiveness

John Dougan, ex-Huthwaite / MHI Global is now with Sales ITV in Australia and he's initiating some very interesting research that I'll be commenting on in the coming weeks. John thinks that if you believe that 'social' changes selling behavior, then you shouldn’t be in sales!

In his article ‘Evolution not Revolution’, John explains how social selling is very simple and effective for professional sellers to communicate with customers. Social is a component of all that has gone before it and does not work on its own; nothing works on its own. He highlights that even the skills and behaviours that are required to be successful online are consistent with those that are required to be successful offline.

I've long advocated that the best sellers today bring proven old world techniques to new social platforms and tools. We live in the age of mash-ups with methodology, process and tools to drive sales effectiveness. Social is without doubt most powerful for research and connection. John and I agree that new tools are changing how we engage and collaborate and that both buyers and sellers need to be supported differently in today’s complex business environment. But‘Social Selling’ is a mere cliche for many sales people and worse, a complete mystery to others.

John Dougan says, "There is however, a meaningful transition to social engagement where those adept at developing personal brand, and who can develop a select network, can credibly connect to reap the rewards of improved customer experience."

How mature is your organization concerning social selling? Click here to complete a 2 minute survey and watch for the results in coming weeks. Were there other questions that John should have asked in his research survey?

If you'd like social selling defined is business to business (B2B) context, see my 6 part series which covers the 5 pillars of social selling.

If you valued this article, please hit the ‘like' and ‘share’ buttons below. This article was originally published in LinkedIn here where you can comment. Also follow the award winning LinkedIn blog here or visit Tony’s leadership blog at his keynote speaker website: www.TonyHughes.com.au.

Main image photo by Flickr: Robert Huffstutter