Short monologue by Jeff Weiner (from a YouTube video titled "Sales is NOT Selling... It's This") arguing that effective sales interactions are conversations focused on the audience's objectives and needs rather than rehearsed presentations; recommends ice-breaking, asking "What can I help you with?", and tailoring material to what the audience wants to learn.
It's all about the conversation. It's very rarely about actually selling. And as soon as someone comes in to see me and they open up a PowerPoint presentation, they've essentially lost me. I think most effective interactions of this sort start with, first of all, some ice breaking, getting to know the other person, but then a simple question, which is, what can I help you with? What are your objectives? What are your priorities? And then determining how LinkedIn can benefit your organization and really make it a conversation that makes all the difference in the world, just starting from there. And it's not necessarily about what you know and what you want to present. It's about what your audience wants to hear and why they're there, what are they hoping to get out of it. And as tempted as we're all going to be to stick to the material that we've prepared that's really for our benefit, perhaps we're going to end up using some of that because it's relevant for the audience. But I think it's really important to understand what it is that the folks you're trying to connect with, what they're trying to learn more about and how we can benefit them.
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