DEAR SANDLER COACH Home Buyer Preferences: Age, Income, and Other Factors From BuilderBooks, 2017, 312 pp/Softcover Item 00308 ISBN 978-0-86718-746-5 Retail $149.95 Member $79.95 Living Green Effortlessly: Simple Choices for a Better Home From MyHome Press, 2017, 146 pp/Softcover Item 00312 ISBN 978-0-86718-752-6 Retail $19.95 Member $17.95 Dear Sandler Coach, What the heck is Social Selling anyhow? - Jeff T. Dear Jeff, Great question, probably not enough room here to explain it fully but let’s see what we can do. I feel like Social Selling has become more of a buzzword then a specific system or process. Let’s break it down quickly. Social - typically would mean online, but the social aspect is more off the computer than on it. It’s a method of finding out common interests and using it to bridge the gap when you converse with someone. In checking Linkedin you see you went to the same school or they support an organization you are also involved with - that’s how you build rapport. Easy enough. Remodelers’ Cost of Doing Business Study, 2017 Edition From BuilderBooks, 2017, 52 pp/Softcover Item 00314 ISBN 978-0-86718-756-4 Retail $149.95 Member $79.95 The other aspect of social selling is how you are perceived online. Do you write blogs? Do you participate in groups? Do you have a good picture and description? What about Facebook? Twitter? Are all your comments and posts relevant? What do they say about you? We live in a world now where someone can research you prior to a meeting and see what you are “really” like. Think about it, if someone looked at your Facebook would they want to work with you? Or would they see a pic of you chugging a beer on top of a pickup truck? If you did “Social Selling” right then your presence online will reinforce your prospecting. Now it’s time for you to do the job which is qualifying that prospect. - John Visit the HBRA Bookstore to view available titles John J. Fazio, Jr. John’s clients include the single entrepreneur all the way up to Fortune 500 companies in the areas of sales, leadership, management and customer service. Have a training question for John? Send your questions to hbra@buildfairfieldcounty.com SEPTEMBER 2017 | HBRA of Fairfield County 29
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