SKILL


Four Selling Skills You Need in the Social Age KURT SHAVER


Years ago, salespeople used phone books, com- puter printouts, or spreadsheets to cold call. To- day’s salespeople leverage social networks, so they are armed with information to take the chill out of cold calls.


Here are four social selling skills you’ll use when finding and connect- ing with new prospects on social networks.


1. SOCIAL LISTENING Social sites are a raging river of in- formation about prospective buyers. Salespeople can gain valuable insight


from LinkedIn updates about job changes or work anniversaries, tweets from a conference, or Facebook posts about vacations or birthdays. The challenge is learning how to filter the signal from the noise.


A simple way to filter social informa- tion is to use Google Alerts for topics, people, or companies. For people alerts, salespeople can also use LinkedIn’s Saved Search. It allows salespeople to save prospect filter criteria (for example, vice presidents/ directors of marketing in the media/


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social media to get more leads (and sales)…


Encourage reps to use


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