The key, as the excerpt states below, is to position yourself as an expert consultant, not a salesperson.
As Inbound Marketing gains ground (where the customer initiates contact, not the business contacting the customer), the traditional methods of selling have becoming less effective; indeed today's customers are over half way through their purchase process before they even contact a supplier. It's therefore more important than ever, for anyone in sales to embrace digital technology and become familiar with 'social selling'.
This article from Inc has 4 steps on how to gain trust and position yourself as that expert.
However, if you want to find out more about social selling, take a look at our free e-book available here.
Nobody wants to feel like they're being sold to. This was true ten years ago, and with today's technology-fueled evolution in consumer preferences, it's clear that businesses must shift away from antiquated sales practices to build the trust needed to convert new customers. This creates a challenge for entrepreneurs and small business owners under pressure to increase sales performance in a competitive business climate. The key to building that trust is to position yourself as an expert consultant--not a salesperson.