(Surprising Mistakes You May Be Making)
Bestselling author and speaker Scott Stratten took the stage at the National Speakers Association this year and stole the show. Best known for his bestselling books and his Twitter following of over 183,000 fans, Scott railed on the taboos of Twitter. I couldn’t help but draw parallels between tweeting mistakes and sales mistakes.
Sales mistakes like tweeting mistakes often reflect our tendency to focus more on what we want to say, rather than how we want our message to be received.
Here are the top three:
- They make it all about themselves.
Eighty percent of all social media posts are about… guess who? The person posting it! Salespeople are notorious for believing the most interesting and compelling subject matter in the world is themselves and their product. According to Mr. Stratten, he attracts more followers, faster, by discussing sports and music than by posting his awards and achievements. Remember, building a commonality is far more effective than trumpeting your accomplishments when it comes to earning trust and winning deals.
- They ask before they give
What’s the first thing you do when you get pitched from a virtual contact who tells you why you should watch his demo, buy his product or donate to his cause? DELETE!
Research shows relationships are built when we give at a ratio of 5:1 on social platforms.” Ask yourself, “Am I leading with my heart or putting on the hard sell to win the deal?” What can I give before I ask?” A partial list may include:
- Valuable information about something other than your product
- A sympathetic ear
- A new insight
- A solution to a problem
- An important contact.
- Genuine curiosity about their life, their values and their goals
They say something when they have nothing worthwhile to say
Many bloggers and tweeters today feel compelled to crank out content at any cost. Problem is, they offer quantity over quality. Salespeople, too, often speak when they should be listening and tell when they should be asking. Remember, you will make more sales by asking a series of targeted, thoughtful questions than by delivering a perfectly polished presentation.
Selling is and has always been the quintessential social interaction. So, as Scott Stratten says, “stop selling and start engaging!”
Shari Levitin is a Sales Strategist, Writer, Keynote Speaker, Entrepreneur and founder of Levitin Group and Levitin Learning online sales training. Shari Levitin has an unwavering commitment to improving people’s lives through education, inspiration, and experiences.