Today I saw an advert for somebody that had created a on-line Social Selling course. And of course, if you get-in early you will get bonus material!
It’s cheap, it looks like there is a load of material, what is there to lose?
Well your money for a start. Why?
To quote David H. Sandler, he of the Sandler sales methodology, and well respected mentor and coach “You Can’t Teach a Kid to Ride a Bike At a Seminar”
The same is true with Social Selling, it requires mindset change and requires habit change and you cannot learn that from an online course.
Think about driving a car. How difficult can that be? You push some pedals and move the steering wheel. Simple? All of us that drive know that it isn’t like that. The child that runs out into the street, how do you deal with that so the car doesn’t stall? What do you do at a Stop sign? When should use the indicators and when shouldn’t you? Why don’t we all drive on the pavement (sidewalk)?
The same with sky diving. How difficult is it to jump out of a plane and pull a cord? Of course, it isn’t like that. You need to learn to lead properly and learn when to pull the rip cord. And learn what to do if the rip cord, comes off in your hand. People will mentor and coach you, take you through your concerns, support you when you are scared. And, let’s admit it, posting on social media for the first time cane a scary place. We have all been there.
Listening and Understanding is Not Enough
It was Woody Allen who said “Eighty percent of success is showing up.” and I think that is true. But that then justifies that showing up is good enough. What about that extra 20% of effort?
Showing up and listening to a number of videos, or reading a number of eBooks does not make you a social seller. The same that watching Judo videos on YouTube or reading Judo books, won’t make you a great Judo athlete.
Understanding and Action are not the Same Thing
Like watching videos on Judo or swimming. You still have to learn how to execute this in real life. Of course, this is where the person who has created the material make their money. After, you watch the videos and have read the ebook you realise it wasn’t that simple, but they have hooked you in. So you buy time from them.
There is nothing wrong, in you writing those cheques (checks) but like playing the guitar, you have to pick up a guitar and learn to play it. You have to practice. A guitar teacher can show you the technique, but you have to make the shape with your hands. They can point out bad habits, but it’s you are the one that will get on stage and play your first gig, not them.
What Makes a Good Social Selling Coach?
Let’s first start with what makes a bad social selling coach. You will see a ton of these out there. Their presentation, their materials, their book will be all about them. Their journey, how they sold a million dollar deal and you can too. This is just boastful.
The think about humans is that we are all different, what worked for you, might not work for me. You might sell in a different market, at a different price point. You might have just got lucky. Anyway, it is all about you and for me to learn about social selling, it needs to be about me, well you as the person being trained.
A piano teacher, empowers you to play, you practice and you play your first concert. Probably playing three blind mice to the family. This entirely different from watching a webinar on how to play the piano.
I highly recommend that for any social selling trainer you wish to hire, take a look at their social profiles. Ask searching questions. Why have people worked in the past where they truly transformed a business? Where is it that sales people didn’t just get new profiles, that changes nothing. But where the sales people are getting inbound. That is, leads coming in over social. What is their philosophy? Knowledge share or empowerment?
No online social selling course, no profile writer, no social selling webinar, no boastful social seller, will ever empower you to change your mindset and change your habits. It is only though face to face, mentoring and coaching that people truly change. That isn’t about me telling you how great I am, it’s your understanding how great you are. That is the big difference between success and failure.
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