The Selling to Consumers Podcast

Some companies and salespeople have not been early adopters of social media strategies to improve our sales. Yet, many are using social media as an effective tool to increase brand awareness and engage consumers.

Shane Gibson and Steven Jagger have written a brand new book about social media that will be helpful to business-to-consumer companies and individual salespeople. I've read the book and recommend it, especially for people who are not yet sure how social media plays a role in their sales and marketing space. Shane's background is in sales performance improvement and he is one of the social media thought leaders of our day.

Follow Shane on Twitter at @ShaneGibson. Follow Skip Anderson on Twitter at @SkipAnderson.

Shane Gibson and Steven Jagger have written a brand new social media book titled "Sociable! How Social Media is Turning Sales and Marketing Upside Down."

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Much has been written about why customers buy. There are theories about timing, about making sure you're in front of the right prospects, about the role of trust...

But not as much has been written about why customers don't buy. You've spent time with a prospect. Things are going well. She seems interested in your product and interested in buying what you have to offer. But when you ask for the sale, she shuts you down.

What happened?

In this podcast episode, B2C sales guru Skip Anderson shares the number one reason why your prospects don't buy from you.

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One way of think about the essence of selling is to recognize that successful sellers must get their prospects to make a yes or no buying decision. The best salespeople are better at driving customer decisions than are average salespeople. This sales podcast provides six sales training tips to improve your ability to get your customers to decide instead of delaying their buying decision.

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Martin Lindstrom is a global branding expert and brand futurist who travels 300 days per year to consult with some of the world's top companies on branding issues. He is the author of "Buyology: Truth and Lies About Why We Buy."

Skip Anderson interviews Martin who introduces listeners to the concept of neuromarketing, the field of study that blends marketing and science to provide insight into how customers make buying decisions. He also makes recommendations on how to better engagement prospects, and how to create a company that will stand out in a crowded marketplace. This interview will be of interest to sales and marketing executives, managers, and salespeople.

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Some consumer sales people live or die by their prospecting activities (insurance, real estate, for example). But almost every B2C sales person can benefit from prospecting for new sales leads, but you need to have a viable prospecting plan. Skip Anderson helps you create your prospecting plan today so you can sell more tomorrow.

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All of us in the greater community are different...and we're all the same! No matter how different you are from your customer, focus on the similarities with him, not the differences. Seek commonality with your customers!

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There are three types of customer needs. Since needs and desires drive the sale, shouldn't you know what they are?

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