Sample Social Sales Training Workshop Outline

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Utilizing Social Intelligence to Eliminate Cold Calling and

Increase Existing Client Engagement

The Power of LinkedIn as a Social Selling Tool

Presented by: Valarie SparksSocial Sales Training Consultant

http://www.powerpointstyles.com/



SOCIAL SELLING TRENDS




Outline

• MNR of LinkedIn

• Optimize Profiles

• Virtual Networking

• Eliminate Cold Calling through Social Intelligence




MNR of Social Selling

• Marketing

• Networking

• Researching




FACEBOOK VS LINKEDIN VS TWITTER




Profile

Why do you and your company matter?




All about the “Network”




Whose on First?




GROUP EXERCISE #1

• Request to connect with 10 – 15 people in the room

• When you get to the options to connect screen – Stop




Pet Peeves




GROUP EXERCISE #2

• Request to connect with up to 10 Business Cards or Professional Contacts

• Personalized message: Social, Normal, Memorable




GROUP EXERCISE #3

• Request to connect with up to 10 competitors in which you have an existing relationship




Accepting Requests to Connect

• Pull up request to connect (if haven’t received one, have me send you one)




Accepting Stranger Requests




Networking via Groups

• Live Example of starting a Group Discussion




CONTINUAL CLIENT ENGAGEMENT

• Live Example of staying top of mind to existing clients through posting updates on LinkedIn




GROUP EXERCISE # 5

• Be Social with your 1st connections• Like/Share/Comment on one of their

updates from your Home Page Updates




GROUP EXERCISE # 6

• Recommendations• Recommend a 1st connection (preferably a

client)




Prospecting Obstacles




SOCIAL INTELLIGENCE

• First Name/Last Name/Title• Who else in my network knows this

prospect?• Live Example




PLSSPre LinkedIn Social Selling Speak




PROSPECTING VIA LINKEDIN

• Company Name• Geographical territory• Vertical Market




GROUP EXERCISE

• From your new target account list, pull up a target company and attempt to find name of planner




RECAP

• Importance of growing your “Network”

• Gathering social intelligence before starting the sales process

• Once rapport/value has been established using LinkedIn virtual networking as a tool to continue the sales process

• Never send a request to connect unless a mutual relationship of value has been established




RECAP

• Eliminating cold calling – PLSS (Pre LinkedIn Sales Speak)

• Make initial sales calls and planning for a sales trip more enjoyable

• Stand out among the competition as being the brand to utilize LinkedIn as a tool to engage and provide value, not as a tool to spam or promote

• How do you measure your success?

