From the course: Social Selling Foundations
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Leveraging insights to get your foot in the door
From the course: Social Selling Foundations
Leveraging insights to get your foot in the door
- A few years ago a friend of mine that did pharmaceutical sales told me that one of his keys to success was to really pay attention to the offices of the doctors he visited. He looked to see what schools they went to from the diplomas on the walls, what they were reading from the books on the shelf, what their family situation was like or any hints of hobbies from framed pictures. He would make notes of what he saw and use that information to find common ground, build trust, and really just show that he cared. With all the information available on social media, you can effectively do the same thing without out even stepping into someone else's office. Let me explain. When you're looking at a prospect's profile, or post on social media pay attention to anything that is a shared experience. Did you go to the same college, part of the same fraternity, both serve in the military, support same charities, having the same hobbies,…
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