Insight - Marketing and Research Newsletter

Spring 2014

Insight, Marketing and Research Newsletter from the Pennsylvania Newspaper Association

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Volume 7, Issue 3 Spring 2014 Consumers drive inspiration for media planning. PAGE 8 Download customizable sell sheets for summer. PAGE 4 Learn how to sell bigger chunks of business. PAGE 6 continued on Page 2 By Amie Stein Director of Training & Development, Local Media Association Many of you will recognize these as a few of the traditional steps included in what's known as the "sales process." They also could arguably be considered the "basics" or fundamentals of selling. Nothing is more important to a successful salesperson or organization as the discipline to not only be practiced in these areas, but also to conduct them with consistency. The most successful sellers have also recognized the benefits and value of evolving the tactics they employ to maneuver through the sales process. You could call it a "modern-day" spin on the tried and true principles of selling. Better yet, entire organizations have adopted very similar practices to strategically position their products to buyers. Whether it is an individual or an organization, this evolution of the traditional sales process is called "Social Selling." Social Selling [sōSHəl sel-ing]: Using a variety of social platforms to identify, connect, build rapport and listen to potential and current customers. SOCIAL SELLING Prospecting Making Initial Contact Building Rapport Due Diligence Providing Value Building Relationships

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