Why You Aren't Getting Appointments on LinkedIn
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Doucet says our instinctual need for validation (as humans) often causes confusion. We often let our weak, selfish need to get the deal sabotage our own effort.
For example, we sometimes ask for a meeting too soon. Instead, we should be more confident: "attracting" the meeting to us.
Let's assume you can grab a prospect's attention and hold it with your first email or InMail message. Reality is, you have a chance to earn their request for a meeting. Sure, you can ask them for the meeting. But what you really want is for them to ask you for it.
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Jeff Molander
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Jeff Molander is the authority on making social media sell. He co-founded what became the Google Affiliate Network and Performics Inc., where he built the sales team. Today, he is the authority on effective prospecting communications techniques as founder of Communications Edge Inc. (formerly Molander & Associates Inc.) He's been in sales for over 2 decades. He is author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You.Jeff is a sales communications coach and creator of the Spark Selling technique—a means to spark more conversations with customers "from cold," speeding them toward qualification.
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