Here’s an article I found from one of my favorite companies on the planet and that’s Sales For Life. They have a blog with many insightful articles posted, mainly directed to sales leadership but nevertheless highly valuable for all sales executives:

By Amar Sheth

By far, one of the questions I’m asked most frequently is “what is your social selling philosophy?”

And although the answer is so simple to me, it baffles people. In today’s day and age, we think that there has to be a complicated reason for something, or even a convoluted method that others are doing that make them really successful.

The reality, my friends, couldn’t be further from the truth.

Want my philosophy? It’s right there in the title: help buyers always, in all ways. Although simple sounding, it requires you to make a radical shift in mindset.

Check out this video to see what I’m talking about.

https://www.youtube.com/watch?v=5Z2JheoZIHc

Become Battle Help Ready

One thing I had to do at the outset was forget that I was selling and really just focus on helping people. Here’s how I did it.

(FYI: I’m still undergoing the transformation myself. And although I’m not perfect, I offer my humble suggestions to you here. I hope you find value in these and are able to apply them immediately.)

Educate, Don’t Sell

I had a REALLY BAD tendency before: I pitched to anyone I met that asked me what I did. And I learned from the sages of our industry (stand-up guys like Anthony Iannarino is one you MUST follow) that it’s better to help first and gauge interest.

I now only enter into buying discussions with those that are ready. I’m happy to help all others and educate at all times. If I have to beg for information, do research, and generally make them say “wow, this is awesome”, I will.

I provide helpful guides, provide introductions, create custom pieces that resonate with them, and focus on making them win. Sounds cheesy but it’s true. What I sell helps people make more money – so the more time I spend on them showing them this, the bigger the impression I’ll make on them.

I know the marketplace is noisy, so I use every opportunity to stand out.

Timing Is Everything

In fact, time is the most valuable resource we all have. It’s not money.

So when I offer my time to buyers who need help, I am demonstrating the investment I’m making into the relationship. Most buyers see this and appreciate it. Some don’t – and that’s just the way the cookie crumbles. I don’t invest any time into these people.

For me, investing time means I also hope to build a life-long relationship, one that’s both professional and personal in nature. I still have clients I had 10 years ago contact me and we regularly stay in touch. To me, this is the ultimate sign of long-term success.

The Bottom Line

So there you have it. This is me opening up my playbook. It’s still a work in process but the general philosophy I have has served me really well.

What do you think about my philosophy? Are you also helping buyers in every way possible? I’d love to hear from you.

 

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