The New Sales Model is Social Listening

At least by classic definitions, I have never considered myself to be a particularly good salesperson. That doesn’t mean that I don’t get the job done. For example, while I despise closes, I am a good closer. I’m really not much good at conquering objections either. Instead, I avoid them altogether by anticipating and addressing them before they crop up. If I do anything well, I am a good listener and while that may be less obvious than are most other aspects of the sales game, it does position me with a tremendous, often strategic, advantage in any selling situation.[Tweet “The New Sales Model is Social Listening”]

Listening has always been one of the most important skills in selling. The art of social listening today, especially given the abundance of signals that are being emitted via the various social channels, is even more important while at the same time it is even more challenging. Not only is sheer volume (both level AND quantity) an issue, conversations are coming at us from every direction and they are doing so 24/7.

We have never had the chance to listen to so many conversations, with so many people, without any geographic limitations at all, as we have right now … today. This represents the opportunity that is social selling.

Your goals

Why be a better listener? Would you like to make more sales? Good answer! Successful selling has always been based on our ability to create and nurture relationships and people have always bought from those who they like, trust, and respect. Salespeople who do little more than talk about themselves rarely qualify on any count.

If the new sales model is conversation and education and we are expected to engage with our customers (and potential customers) in meaningful ways that are unique to them … how can we possibly hope to achieve these goals without being a great listener!? It’s simple. You can’t.

What does it mean to be a good listener?

You listen and you do so actively. Falling asleep or checking your email while someone is talking are probably not the best examples of active listening. Additionally …

You clarify and confirm. How many times have you asked someone a question only to receive a perfectly good answer albeit for a completely different query? It happens a lot! Restate the question in your own words and ask if you have a correct understanding before you answer it. Read on at Maximize Social Business …

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!