Succesful negotiations through ‘social reading’ your business partner The Sales Summit 2016 – 25/02/2016 Ingrid De Cooman - InspiRei
Succesful negotiations
through ‘social reading’
your business partner
The Sales Summit 2016 – 25/02/2016Ingrid De Cooman - InspiRei
Social Selling
_______________________
From online
_______________________
to offline
_______________________
Ingrid De Cooman @ InspiRei
WerkPlezierCoach_______________
People
_______________________
INSPIRATION DRIVEN
DISCIPLINE DRIVEN
INTRO
VERTED
EXTRAVERTED
Adaptable Flexible Spontaneous
Sociab
leD
emo
nstrative
Takes Ch
arge
Reliable Structured Purposeful
Ob
serv
ing
Mea
sure
dIn
tim
ate
“How can I help You?”
_______________________
What is the power of a social network?
Experiment
The request
#fans on 11-02-2016: 489
The Results
INSPIRATION DRIVEN
DISCIPLINE DRIVEN
INTRO
VERTED
EXTRAVERTED
Adaptable Flexible Spontaneous
Sociab
leD
emo
nstrative
Takes Ch
arge
Reliable Structured Purposeful
Ob
serv
ing
Mea
sure
dIn
tim
ate
Nope! – Spam! – Principles!
Yes! - Done! – With pleasure!
No reaction
Result:
+ 301 fans in 2 weeks
Cost: 0€ !600 648
666 696
790
489
Business & Emotions?
_______________________
Limbic system:Feelings - Trust - Loyalty
Neocortex:Features - Facts - Benefits
20-02-2016 24-02-2016
“The goal of business is to do business with peoplewho believe what you believe” – Simon Sinek
It’s all in your_______________________
Your networkbecomes
your pipeline!
Find the right connection
Human (-) relationships
_______________________
Social Reading in 10 steps
1. Google
1. Google
2. Picture
1. Google
2. Picture
3. Summary Linkedin
1. Google
2. Picture
3. Summary Linkedin
4. Posts/likes/retweets
1. Google
2. Picture
3. Summary Linkedin
4. Posts/likes/retweets
5. Groups
1. Google
2. Picture
3. Summary Linkedin
4. Posts/likes/retweets
5. Groups
6. Recommendations
1. Google
2. Picture
3. Summary Linkedin
4. Posts/likes/retweets
5. Groups
6. Recommendations
7. Sharing/comments
1. Google
2. Picture
3. Summary
4. Posts/likes/comments
5. Groups
6. Recommendations
7. Sharing/comments
8. Connections in common
1. Google
2. Picture
3. Summary Linkedin
4. Posts/likes/comments
5. Groups
6. Recommendations
7. Sharing/retweets
8. Connections in common
9. Job/Sector
1. Google
2. Picture
3. Summary Linkedin
4. Posts/likes/comments
5. Groups
6. Recommendations
7. Sharing/retweets
8. Connections in common
9. Job/Sector
10. Small talk/storytelling
Now you can start engaging conversations
How does YOUR
Personal Brandinglook like?
_______________
0474 475 805
How can I help you?Ingrid De Cooman – WerkPlezierCoach @ InspiRei
[email protected] IngridDeCooman
www.InspiRei.be
Ingrid De Cooman
InspiRei