Linkedin Training for Sales: How to avoid buying the wrong training

LinkedIn training for sales: How to avoid buying the wrong training

  • By Jeff Molander

linkedin training for sales

Time to read: 3 minutes. Looking for LinkedIn training for sales prospecting? Watch out for coaches who are nice enough but mis-guided. Beware of training that claims, “being seen as an expert in LinkedIn Groups is key to generating leads.” Because being seen as an expert is an outcome of generating leads, not a strategy! Make sure the LinkedIn training you invest in shows how to create hunger for more discussion with you. That’s the key. Here is a checklist for you to follow—a quick way to pick the right LinkedIn training for sales. It’s all about learning a better prospecting system.

Step 1: Know the ‘danger signals’ to listen for

When you hear promises or “strategies” like these, beware:

  • Leads will come by showing customers you care, and by giving-away tips and insights (in LinkedIn Groups)
  • Prospects will become leads by placing videos and PowerPoint decks on your profile
  • One hour per day is needed to “turn your LinkedIn profile into a lead machine”

Beware: this advise is common, yet is misguided. Your success depends on learning  a process to create more response from prospects.

Leads do not flow based on advice you give-away in Groups. Attracting prospects by handing out eye candy on your profile does not work either. Nor is how much time you invest the key.

How much time you invest in ANYTHING will be based on your success rate with it. All humans behave the same: we ONLY return to strategies that give us what we want.

Leads are generated only when you create irresistible curiosity in your words or images. When you get response!

Step 2: Make sure you learn this 3-step system

Make sure your LinkedIn coach or training course teaches these three, proven strategies that get more response.

  1. Attract attention by solving customers’ problems.
  2. Get response by creating irresistible curiosity in your words.
    Focus your energy on when and how to give advice, not the advice itself. This creates hunger for discussion with you.
  3. Make calls-to-action that ‘fit in’ contextually.
    Give customers a way to act on their hunger (for more knowledge) in LinkedIn Group and on your profile.

Full disclosure: I teach this process in my free LinkedIn training for sales video training and home study course.  But any decent LinkedIn training will focus on the above system.

So be sure that the training you choose show HOW (step-by-step) to apply a response-driven process to everyday work life.

Remember: being seen as an expert by others on LinkedIn is what you’re rewarded with. It is not a strategy. Becoming an expert means FIRST learning a better system that gets response.

Step 3: Start here

Start your hunt for LinkedIn training right now, right here. Seriously. Take a moment to start applying a better way to:

  1. Attract prospects on your profile and inside LinkedIn Groups,
  2. get trusted using helpful bits of content: advice, tips, tricks and short-cuts, and
  3. get response by provoking prospects to become a lead.

Here is where to start with your profile or in Group discussions:

Take the focus away from what to say on LinkedIn.
Instead, put more focus on how and when you say it

Here’s what I mean. My wife always says, “don’t you have any tact?!” I’m serious. She says this. Anyway, it’s not what I say sometimes… it’s how and when I say it. Ever have a moment like that? Where a relationship went terribly wrong—or right? In the end, HOW and WHEN we choose to say words (to the other person) makes all the difference.

LinkedIn profiles and Group discussions work the same way.

Earning leads relies more on how and when you share advice—less on what you share.

Use this as a “template” for LinkedIn success

This concept works for me, in my business. My best example so far was converting over 100 leads; in 1 LinkedIn Groups post; in 2 weeks. So, how many hours-per-day am I on LinkedIn? As much as I can with those kinds of numbers!

So here is how I made it easy for me to do. I’ve created a “LinkedIn strategy template.”

Once I started doing these 3 things (as a habit) I got more leads and less headaches:

  1. Learn effective copywriting. It is the ONLY way to getting noticed, engaged with and responded to.
  2. Use “comment templates” to get more leads in less time. In Groups, write your best answers and tips as bite-sized, re-usable nuggets that are easy to cut, paste and lightly edit for context.
  3. Make properly timed, “ethical bribes” to prospects that give away knowledge you know they want and need (for a lead).

To get started attracting prospects to your profile or LinkedIn Groups discussions, a problem-solving approach works best. Put it at the center of your strategy. Attracting prospects is all about:

  • relieving a pain or solving a problem (relating to an eventual purchase)
  • helping overcome fears (that often block purchase consideration)
  • taking action on an important task (in a way that speeds-up or shortens a process)
  • building confidence in customers (to support making the buying decision)

The best place to start is identifying what those pains, fears and confidence-builders are. If you’d like to get started take my free video tutorial and worksheet that begins the process right now.

And remember: Each of the pain-relievers, advice, confidence-builders and “how to” tutorials you place on your LinkedIn profile and in Group discussions should be creating:

1. Action: customers cannot resist DOING stuff with your words, videos, etc. (including signing up to become a lead)
2. Results: your content doesn’t just impart knowledge; it increases the success rate of prospects (for free)
3. Confidence: buyers ultimately convert to sales based on trust created by positive results your content creates

Good luck in finding a LinkedIn training for sales that works for you. Generating leads in LinkedIn Groups IS possible. Remember: make response your goal. This will help you get into deeper discussions about your prospects’ pain (and your remedy).

Photo credit: josemiguelmartinez

About Jeff Molander

Jeff Molander is the authority on starting conversations with busy people. As founder of Communications Edge Inc. he teaches a proven, effective communications technique to spark buyers curiosity in sales outreach & marketing messages. He's a sought-after sales communications trainer to individual reps, teams of sellers and small businesses owners across the globe. He's an accomplished entrepreneur, having co-founded the Google Affiliate Network and what is today the Performics division of Publicis Groupe. Jeff served as adjunct digital marketing faculty at Loyola University’s school of business. His book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer businesses a clear, practical way to create leads and sales with technology platforms like Facebook, LinkedIn, YouTube and blogs.

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