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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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22

Social Selling

Adapting Tried-and-True Questions for a New Medium

SALESPEOPLE NEED TO be savvy users of social media. More and more, it’s where your buyers will be living. At the same time, it’s no panacea. Leads aren’t going to suddenly start rolling in. And it can seem so daunting that many salespeople avoid it. They’ll put together a LinkedIn page, connect with colleagues and perhaps some customers, and call it a day.

I get it. If you tried to do everything that social-selling evangelists recommend, you could spend all day every day working your social media accounts with not much to show for it. Salespeople need to spend most of ...

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