Content Discovery Smackdown: Hootsuite vs. Buffer vs. KloutContent Marketing Minds: Ingredients of the Tastiest Content [Nutrition Label]From the Corn Field to the Digital Era: Content Marketing Starts with TrustContent Marketing: Is 2014 Really Shaping Up to Be the Year of Video?
Your Customers Aren’t Listening! How to Create Consumer Dialogue that Converts4 Tools for Nonprofit Social Listening and Reputation ManagementThe Promising Role of Social Listening in Treating Health IssuesThe Importance of Social Listening for Brands
- Public Relations
Facebook Testing a Way for Users to Buy Products on the Platform7 Website Tips to Attract More Shoppers to Your PagesHow eCommerce, Augmented and Virtual Reality Will Redefine the Retail ExperienceSearch Query Analysis to Increase eCommerce Website Conversions
- Content Marketing
Technology & Data
Social Startups: Bizible Connects All the Dots from Marketing Contributions to RevenueCreating the Perfect Profile for Your Social Media Marketing EffortUsing GPS and Localization for Social AnalyticsAnalytics and Prospect Intel: Discovering Your Ideal Prospect
- Big Data
- Tech & Innovation
3 Security Risks You’re Taking Every Day While Using Social MediaShould the President Have the Power to "Pull the Plug" on the Internet?How Safe is Your WordPress Website From Hackers and Other Malicious Attacks?
- Software & Tools
- Small Business
- Social Organization
Celebrating the Grand Re-Launch of Social Media Today! SBH Podcast Episode 8Why Should You Care If Your Employees Are Thought Leaders?Beyond Engagement: The Art of Managing Social-Media Risk in Employee Advocacy
Why All-in-One Social Media Management Systems Don't Cut It for Social Customer ServiceWhat You Should Know About Customer, Digital, and Contextual ExperienceSurging into Q3: How to Make It Better Than Q2Is How You Serve Your Customers Costing You Business?
Join us September 15th in Atlanta for The Employee Advocacy Summit and learn how to unleash the power of your employees.
Post your event here and we'll share it with our community. If one of our members is featured, we'll promote as well on their profile.
- Marketplace & Webinars
The SMT Marketplace
Your resource for exclusive content and insights from Social Media Today, and opportunities to reach our community of professionals.
The Social Business Book Club brings you books, discussions, and insights from today's to business thought leaders.
Join interactive talks and and panel discussions with leading thinkers and practitioners on social media and networked business, or browse the catalogue of recorded sessions - all completely free.
Reach Social Media Today's community of marketing and communications professionals in an editor-approved context with a native advertising package.
5 Traits of a Social Sales Person
Posted on January 10th 2013
I love dealing with a talented sales person. Sometimes I’ll buy from them just because they are so good at their job I just want to support them. I will choose a store, a vendor because of the caliber of sales. Think about it, good sales people have always been social, it just used to take a lot longer to connect with a large number of clients. Today, it's fast, easy and relatively inexpensive.
Good sales people get to know you, what you like, how to please you and bring you back for more. That’s their job, and with the good ones it’s their passion.
What are the traits of a good sales person?
- Knowledge of the product and industry
- Understands competitors their products and markets
- Willing to listen to what the market wants and what their issues are
- Asks good questions
- Keeps in touch with clients and prospects
Now let’s look at how a sales person works within a social business.
Knowledge of the product and industry
With social media listening tools you can stay a step ahead of industry news, public perception of the industry and of your own products. Following a few trade blogs can show where the industry is going and perhaps alternative uses for the product that may have slipped under the radar. You may also find opportunities to correct misconceptions and solve people’s pain points. See a complaint about your product online as an opportunity to engage that user, solve their problem and turn them into an advocate.
Understand competitors, their products and markets
Using those same listening tools, find out what the competition is up to. Read customer feedback and look for opportunities to beat the competitor to the punch with new messaging online that highlights your own product–which just happens to have the feature that is missing in the competitors’. Become an industry resource and when people need a solution to a problem who are they gonna go to?
Listen to what the market wants and what their issues are
This is different than knowing what you want to sell to the market. Listen long enough and you’ll soon see patterns developing in what people talk about around the industry. They’ll tell you what the flaws in the product are and how to fix it. They’ll tell you if they use another product instead because it has just the add-ons they need to get the job done.They’ll tell you when they are thinking about making a purchase.
Ask good questions
Needless to say you have to ask good questions too and then listen to the answers. Think of social media as a huge focus group. You can pose a single question on 20 different platforms, collate the answers and have a completely different perspective on what your customers need. Rinse, repeat.
Keep in touch with clients and prospects
Never has it been easier to keep in touch with clients. Social CRM tools like Salesforce, Hubspot and Nimble allow us to see what prospects and clients are saying on social media sites and create relationships with them before and beyond the sale. Paying attention to what they care about in the world gives you more opportunities to deepen relationships and create warm leads. Who doesn’t love a warm sales lead?