3 Things You Must Know Before Hiring a LinkedIn Trainer
Good LinkedIn sales trainers help sellers produce measurable increases in sales—not better proficiency at using the tool. Are you considering investing in a LinkedIn trainer or LinkedIn training for your reps? Ineffective training will cost you dearly. Here's a quick guide to hiring a LinkedIn trainer that will help sellers set more appointments, faster.
Avoid failure by:
- Considering if you really need LinkedIn training;
- Evaluating trainers with criteria that produce behavioral change, not learning;
- Measuring results of your training in hard numbers.
A sales rep's success on LinkedIn has little to do with mastering LinkedIn. It has everything to do with presenting prospects with messages they cannot resist acting on.
Do You Need a LinkedIn Trainer—Really?
Do you need what you think you need? Maybe you've decided, "I need a LinkedIn trainer." However, what do you want more? A sales prospecting coach—or a LinkedIn trainer? Do you want to increase leads or proficiency with a social platform?
Assuming you value leads more, be sure your trainer shows reps how to create an urge in potential buyers. Because a rep's success is based on their ability to create dialogue with prospects. That's more important than knowing how to use LinkedIn's system.
A B2B sales rep's goal is to create an urge in the potential customer to talk. If you don't create that urge, you don't get to talk with the prospect. Period. Mastery of LinkedIn's platform is secondary to your reps learning an effective, copy-able process to get more appointments, faster.
This requires learning a way to help prospects get curious about how a sales rep can help them.
The idea is to help customers wonder, "How can this person help me solve a problem?" Or, how can the rep relieve a pain, help the client avoid a risk, or fast-track a goal?