1.
Death of the Sales person
as we know him?
Véronique De Prycker
✔Strategic Advisor ✔Social Selling ✔Leadership Expert ✔Passionate Connector ✔Salsa

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.
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.
Source
:
Financial
Times
sSptember 2016

5.
#SocialSelling?
- Offline networking
+ Online networking
+ Referrals

6.
# Social SellingSelling
Is
all
about
being
SOCIAL !
The
SELLING will
follow
automatically

7.
social media
is all about
starting
conversations
and
building (long-term)
relationships

8.
9 TIPS
where
most
companies
and its
people
make
MISTAKES

9.
HiDE
&
Seek
1.

10.
Source : “Steven van Belleghem
”When Digital Becomes Human”

11.
Personal Contact
(OFFLINE)
Digitalization
(ONLINE)

12.
BeinG
generic
&
mediocre
2.

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.
No
Social
Media
3.

15.
Distractions wisely used can be meaningful
Gathering news and
information
Networking and Communication
BRANDING !

16.
Sit
&
Lay Back
4.

17.
Follow-up on Offers!
Follow-up on prospects!
Are your salespeople visiting the right prospects?
Are your salespeople eager enough?

18.
No Face,
No
Identity
5.

19.
COCOONING
6.

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.
No
FUNNEL
7.

22.
FREE Product or Service?
Easy- YES-Products/Services
TOP-­Products/Services
Special Products/Services

23.
Talk,
talk,
talk
8.

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.
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.
No TRUST
9.

27.
TRUST is central to ALL
relationships,
in business and in your
personal life.
Richard BRANSON – Virgin Group

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.
9
mistakes

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.
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