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In addition, Wittenberg encouraged salespeople to follow the client’s lead. “It’s always important to read the client(s) and tailor the meeting to their demeanor, mood, the kind of day they’re having, etc.,” she said.
Knowledgeable salespeople also are leveraging their social media skills to engage others in a meaningful conversation, especially for distance selling. Marcus pointed to several sites like Facebook and Pinterest due to their photo-sharing abilities. “When you engage with your clients, that’s a big plus in the sale. Anytime you have photos of something that you’re selling, try to solicit comments about it,” she said.
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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