BUS 302 Lecture Notes - Lecture 17: Active Listening, Linkedin, Customer Retention

• School: Stony Brook University
• Department: Business Management
• Course: BUS 302
• Professor: NA

Document Summary

Social selling is when a salesperson uses social media to interact with the sell products to prospective customers. Social selling is not about bombarding potential customers with messages or tweets on social media. It requires active listening and engaging, looking for the right moment to join a conversation or approach a potential customer with a solution to a problem he or she may be having. What would your response be if somebody said, my name is evan, would you like to lower your student loan? . In this scenario, evan is an old-school professional. He makes up a few hundred phone cold calls a day. What he doesn"t understand is that many potential customers are starting their buying journey online, before even coming in contact with a sales representative. 90% of the top decision- makers say they never respond to the call.