Social Selling
SERVICES > NEGOTIATION + DEALMAKING > Social Selling

As a sales professional, negotiation is a part of daily life. Your sales process can last weeks, months or even years, and, right at the end, it often comes down to a single negotiation meeting. This is where the profit in the deal is captured... or lost. We call it the «oh-no-second» - that precise moment when you realise that the value you worked so hard to create during the sales process has suddenly slipped out of your grasp... and you smack your head and say OH NO!

We help you avoid the oh-no-second through excellent, structured analysis + preparation, clearly defined goals, a long list of trading variables, and high-quality proposals that help your negotiation partner understand the value they can gain by working with you. Capturing the value for you while ensuring it's also captured for them, helps to create deals that both parties are anxious to implement. Our philosophy of «Closing Deals Profitably» is nicely expressed in this lovely.

YOUR POTENTIAL ISSUES
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SOLUTION OVERVIEW
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YOUR BENEFITS
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YOUR POTENTIAL ISSUES
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Phone stops ringing - the number of leads generated «naturally» by word of mouth, reputation, brand and other traditional methods slows or stops
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Loss of a key customer - you were unaware of or not involved in their buying process from the start because they were communicating with a competitor long before you received the RFP
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Being caught by surprise - you are in a customer meeting and are asked to comment on the discussions taking place in industry-specific forums regarding the changing market trends and other topics, and you are unaware of them
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Being unprepared for a meeting - you ask your customer questions for which they expect you to know the answers already (because it’s on their professional social media profile)
SOLUTION OVERVIEW
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Understanding the context and importance of a cohesive and comprehensive professional social media profile in today’s business environment (the “Why”) as part of the customer engagement process
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Improving the quality of your social media presence by following a well-established etiquette on creating, curating and publishing content to position yourself as an expert in your domain
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Preparing more effectively for meetings by understanding people based on how they present themselves to the world in social media, identifying connections and creating credibility before the first meeting
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Positioning your expertise to attract the attention of potential prospects and motivate them to contact you
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Maintaining customer relationships by continually adding value to their knowledge and network, and following the developments in their contacts’ careers
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Listening more effectively to identify trends and issues that affect your customers and their prospects
YOUR BENEFITS
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Build a professional brand to position yourself as a solution provider (rather than a job seeker) with the expertise you bring to clients and prospects, to reach and attract potential prospects and generate business
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Create professional networks to identify and reach the right people, motivate them to connect, and open a business dialogue
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Become a valuable resource for your customers by listening more effectively to understand trends and issues in their business and industry as the basis to connect with key decision-makers
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Build trust by sharing meaningful, relevant content to influence target people by demonstrating your expertise and creating value for them through your insight