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Death of the salesperson as we know him

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Death of the salesperson as we know him

  1. 1. Death of the Sales person as we know him? Véronique De Prycker ✔Strategic Advisor ✔Social Selling ✔Leadership Expert ✔Passionate Connector ✔Salsa
  2. 2. 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions. Death of the sales person as we know him? 8/11/2016
  3. 3. The world is changing… • 70s – 80s: Pre-Internet ü People would go to a sales person, who had all the info ü Flyers, billboards, advertising, TV, radio, magazines… • 90s – 00s: Internet ü Internet becomes more popular and changes people’s behaviour ü People search for the info and find it on websites • 00s – now: Social Media & Smartphones ü Social Media appears and changes people’s behaviour again ü People not only search for info, also share and collaborate experiences & talk to people in your network ü With smartphones, everyone is always online ü Everyone is a brand ambassador, not just HR or sales! fast!
  4. 4. Source  :   Financial  Times  sSptember 2016
  5. 5. #SocialSelling? - Offline networking + Online networking + Referrals
  6. 6. #  Social  SellingSelling Is  all  about  being  SOCIAL ! The  SELLING will  follow  automatically  
  7. 7. social media is all about starting conversations and building (long-term) relationships
  8. 8. 9 TIPS where most companies and its people make MISTAKES
  9. 9. HiDE & Seek 1.
  10. 10. Source : “Steven van Belleghem ”When Digital Becomes Human”
  11. 11. Personal Contact (OFFLINE) Digitalization (ONLINE)
  12. 12. BeinG generic & mediocre 2.
  13. 13. Do you deliver the BEST product or service in your category? Are your offers personalized? Do you have a ‘customer delight’ policy? You actually only need to be 1% better than your toughest competitor
  14. 14. No Social Media 3.
  15. 15. Distractions wisely used can be meaningful Gathering news and information Networking and Communication BRANDING !
  16. 16. Sit & Lay Back 4.
  17. 17. Follow-up on Offers! Follow-up on prospects! Are your salespeople visiting the right prospects? Are your salespeople eager enough?
  18. 18. No Face, No Identity 5.
  19. 19. COCOONING 6.
  20. 20. What are your competitors doing? What’s the new thing that is happening in your industry? What happens outside your industry? Are you following what is happening in THE WORLD?
  21. 21. No FUNNEL 7.
  22. 22. FREE Product or Service? Easy- YES-Products/Services TOP-­Products/Services Special  Products/Services
  23. 23. Talk, talk, talk 8.
  24. 24. Dave KERPEN – CEO Likeable Local “Listening is the most IMPORTANT and most UNDERRATED skill in business and in life. Remember that people care more about themselves than they care about you. People want to talk about themselves. Listening and letting people talk is key in winning them over in life, in business and in all human relationships.”
  25. 25. Larry KING–“Larry King Show” Interviewd 60.000 people “If today I was interviewing a balerina, and tomorrow a former President, then today my FOCUS was COMPLETELY on the balerina. And tomorrow it would be completely on the former President.” Interview  :    “Brain-­‐A-­‐Thon   Jan  7th 2017
  26. 26. No TRUST 9.
  27. 27. TRUST is central to ALL relationships, in business and in your personal life. Richard BRANSON – Virgin Group
  28. 28. Bob BURG– USA Nr 1 Networking Expert All things being equal, people will do business with – and refer business to- people they KNOW, LIKE and TRUST
  29. 29. 9 mistakes
  30. 30. Hide & Seek Being generic & mediocre No Social Media Sit & Lay Back No Face, No Identity Cocooning No Funnel Talk, talk, talk No Trust
  31. 31. VÉRONIQUE DE PRYCKER ✔Success Strategies ✔ Social Selling/ Social Recruitment Expert ✔Leadership Expert ✔Networking ✔Lifehacking @VeroDePrycker TheHouseOfLeadership in/veroniquedeprycker veronique@thehouseofleadership.com +32 472 604 180 TheHouseOfLeadership