From Social Selling to Selling Sociably™: How to Combine LinkedIn + Traditional Sales to Rock Out Your 5 Figure Results Casey Carpenter, The Sales Breakthrough Coach

1. +
Sales Call Mastery GPS™
From Social Selling to Selling Sociably™:
How to Combine LinkedIn + Traditional Sales to
Rock Out Your 5 Figure Results
Casey Carpenter, The Sales Breakthrough Coach

2. +
Bridging Social and Traditional
Sales

3. +
Through this Presentation, You’ll
Discover How To:
 Gather information and offer insights
 Convert your connections to phone calls
 Position yourself as an expert
 Develop your own Sales Call Preparation Roadmap™
 Position your business for 5 figures through a 5-Figure Sales
Success Roadmap™

4. + “Social selling opens the door; your
sales skills close the deal.”
- Liz Wendling, sales expert

5. +
Laser Focus on Qualifying Stage in
Sales Call

6. 1 Roll Out
2 Engage
3 Survey
4 UnleashCapability
5 Listen
6 TenderSolutions
7 Secure the Decision
R
E
S
U
L
T
S
™
The 7 Essential Steps of a Sales
Call™
12

7. +
Today’s Selling Landscape
 It’s time to take social selling seriously
 “The sales professionals who use social selling are 51% more
likely to exceed their quota.” -Mike Derezin, LinkedIn VP
 “Salespeople are five times more likely to get a call returned if
they have a personal connection.” – Jill Konrath, author

8. +
When To Engage?
 Even with a personal connection, should we:
 Jump on the phone?
 Fire off an email?

9. +
It’s a Good Idea to Date Before You
Get Married

10. Caution: Social Selling is Not a
Substitute for Good Sales Skills
+
• Certain selling skills never go
out of style
 Which skills do you think you
still need to use?

11. +
Essential Sales Skills – Things You
“Gotta Do”
 Identify the right people
 Engage them on their terms
 Deliver the right message
 State your value
 Build trust
 Communicate effectively
 Demonstrate social graces (listening more than talking, not
interrupting, etc.)

12. + Your Customers’ Perspective
 Today’s customers are
demanding
 Look for a reason to disengage,
rather than engage
 Research in advance (50-75%)
 90% of professionals look
you up on LinkedIn after your
first conversation
 Don’t have time for you to
interview them
 Want to work with experts

13. +
How to Become an Expert
 Social Selling + Traditional approaches
 Be competent and proficient
 Know your business/product
 Describe and bring value
 Connect the dots so customer sees your value
 Present value from their perspective, not yours

14. + Ready to Connect Yet?... Or
Are You Still Dating?
• Read their blogs
• Researched their site
• Researched your contact

15. +
5 Keys to Effective
Connecting
How to Approach, Open Dialogue and Engage without Sounding
Salesy or Pushy

16. +
Connection Key #1
Get Your House in Order
 Shore up your foundation!
 Profile, website, other pages
 50-75% of buyers research
you/your company before
meeting you
 Are they being positively or
negatively influenced?

17. +
Connection Key #2
Be Sociable!
 The first word in “Social Selling
is ______ …!”
 Start the conversation
 How would you greet a friend if
you saw him/her at Starbucks?
 Effective communication habits
 Value platform

18. +
Connection Key #3
Build Value
 What are your principles?
 How do you demonstrate them?
 How are they visible/tangible to your customer?
 Who is the person/company/business?
 What is important to him/her/business?
 Build social credibility
 People still do business with those they know, like, and trust

19. +
Connection Key #3
Build Value
 Opening statement:
 Detail why you connected
 Reflect what’s important to them
 Script your message
 No winging it!!

20. +
Connection Key #4
Ask Meaningful Questions
 Customize questions to
establish credibility
 Questions pull; talking
pushes
 Most sales professionals do not
ask enough questions
 Surveys show 86% of
salespeople talk too much
 Be an elephant – two ears
and one mouth!
 Spend the majority of your
Pre-Call Planning
Roadmap™ time on
questions

21. +
Connection Key #4
Ask Meaningful Questions
ACTION™. These questions motivate prospects to take
ACTION! Remember: Questions Pull. Talking Pushes.
Types of questions:
 Atmosphere (what’s going on?)
 Consequence (if X happens, what happens to Y?)
 Timing (what events could impact timing?)
 Inspiration (where they would like to be)
 Opinion (how they feel about important issues)
 Next Steps (what comes next?)
 Also include questions that explore their current Problems,
Dissatisfactions and Issues.

22. +
Connection Key #5
Plant Seeds
 Understand that this is a
process
 Be patient
 Don’t put your virtual foot in
your LinkedIn mouth
 Destroys trust
 Gets your connection
deleted!

23. +
True or False?
 1. “Visit” instead of leading a business meeting?
 2. Ask involved questions about finances or feelings at the
beginning?
 3. Fire hose your prospect with features and benefits?
 4. Talk @them?
 5. Use formulas such as “feel, felt, found?”

24. +
True or False
 6. Use outdated scripts or methods?
 7. Tell them how great you are?
 8. Apologize for taking their time?
 9. Show how smart you are?
 10. Use closing techniques?
*For correct answers, call me at 973-233-0624

25. +
What Would You Do?
 1. You have found a LinkedIn prospect you want to contact. Do
you:
 a. Hit the “message” button and send your bio and photo?
 b. Send a text message from your phone?
 c. Try to discern how they prefer to communicate and reach out
according to their communication style?

26. +
What Would You Do?
 2. Your prospect’s phone number is on his profile, so you call
him. To your surprise, he answers his phone! What do you do?
 a. Get his mailing address so you can send a proposal offering
your premium services?
 b. Start pitching your “101 Surefire Closing Techniques” like
nobody’s business?
 c. Further build rapport using your knowledge, expertise and
customized questions?
*For best answers, call me at 973-233-0624

27. +
Deploy Your Value Statement
 Objective: engage them by mentioning a potential problem you
can solve in your Value Statement:
 “I read in _____ magazine that your company is growing by
40%. I thought you might be interested with the work we did
with XYZ when they underwent a similar growth spurt. We
helped them stay productive and bring in $20,000 over budget.
Would you like to set up a meeting to discuss this further?”
 Pique their curiosity enough to set a meeting
 Do not sell over the phone

28. +
Value Statement Tip
 If you are unable to research the specific company/organization
for your opening value statement, a general, but accurate
industry statement will do.
 They will tweak your sentence if the information is not 100
percent true for them.

29. +
Sales Call Preparation Roadmap™
 Show you understand what’s important to them
 Homework, Pre-Call Planning Roadmap™. No winging it!
 Provide value
 Show how your product solves their issues
 Research industry trends
 Point out current and upcoming problems
 Identify business risks your product/service mitigates
 Economic indicators
 Growth
 Occupation

30. +
Sales Call Preparation Roadmap™
 Use Action Words™ to get attention fast
 Create sound bites using Action Words™ to demonstrate your
value
Increase/Improve Decrease
Revenue Costs
Efficiency Retention Issues (cust.)
Competitive Differentiation Turnover
Market Share Delays in Time to Market

31. +
Sales Call Preparation Roadmap™
 Look for Signposts™ – significant change brought on by trigger
events
 What can you add?
Trigger Events
Acquisitions Legislation
Big account gained/lost Mergers
Competition New management team
Downsizings New management
philosophy
Earnings relative to goals Political landscape
Economy Regulations

32. +
Sales Call Preparation Roadmap™
 1. Plan your strategy
 How consistently will you use it?
 Who are you targeting?
 How will you connect with them?
 2. Execute
 Be consistent
 3. Measure & track
 What systems do you use?
 CRM systems, Excel spreadsheets, calendars, etc.

33. +
Taking it Further
 From interesting information to lasting transformation
 Training
 Tools
 Support
 How YOU can create your own 5 Figure Sales Success
Roadmap™

34. + Invitation
Some of you are going to want to work with me to develop your own 5 Figure Sales
Roadmaps™
For you if you:
 Love what you do but hate the sales part
 Mix up your words, sweat and lose confidence when you sell (yet you’re brilliant!)
 Feel as if you’re intruding on people when you sell to them
 Are more comfortable being of service than putting money in your pocket
Not for you if you:
 Are not ready to co-create change
 Are completely satisfied with your sales results

35. +
Sales & Business Accelerator
 1:1 coaching
 Three intensive 60-minute conference calls
 Customized and tailored around your specific business needs
 Includes development of your own 5-Figure Sales Success
Roadmap™

36. +
What Others Have Said:
Debbie S. Bittke, President, Dental
Practice Solutions
“…It felt like Casey had the right
answers whenever a challenge
came up. Her demeanor is so
sensitive, and yet she gets you to
see what you need to see. I feel
so much more confident…
…In three months I will have two
clients worth $60,000 and when
my new contract signs on, it will
be worth $47,000. I can’t say
enough about Casey. “

37. +
Barbara Hemphill, CEO & Founder,
The Productive Environment
Institute
“I have owned my own business
for 35 years and have never
studied the art of selling. In just
three months I have gained
confidence to turn away prospects
that don’t fit the business I want.
In addition, Casey taught me the
art of asking powerful questions.
These improved skills just helped
me close a $40,000 sale.”

38. +
CONCLUSION
 This presentation was designed to overview my sales process
using social and traditional selling techniques.
 I work with corporations and individuals and provide a menu of
customized coaching and training services.
 If you’d like to contact me:
 Call 973-233-0624
 E-mail casey@salescallcoach.com
 Connect on LinkedIn: www.LinkedIn/in/caseycarpenter1
 Visit www.salescall911.com and download my free report, “3 Critical
Sales Call Mistakes You Don’t Know You’re Making and How to Fix
Them.”
 Thank you!