Text Messaging is Not A Substitute for Talking With People | Five Minute Selling – Part One
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 612 Ratings
🗓️ 27 August 2020
⏱️ 9 minutes
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Summary
On this Sales Gravy podcast episode Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss why text messaging is not a substitute for talking with people.
This is Part One in our series on 5 Minute Selling – how to get a massive amount of sales activity done, a few minutes at a time.
Just Texting It In
On this episode Jeb tells the story of a lazy sales rep who lost his business that because he began “texting it in” rather than interacting by phone.
“A year earlier, text became his primary channel. Where we used to talk, now he never called. He was no longer blending texting into his account management process; texting had become his account management process.
If he had an upsell or special offer, he sent it via text. When it was time to restock, he sent a text.
Soon, I started to feel that he was taking me for granted, like he felt he no longer needed to make an effort in order to keep my business.
Sadly, for this account manager, one of his competitors called me. She invested in the relationship. I gave her a little of my business and she did a great job. As the business relationship bloomed, I gave her more and more of my business. Soon she had it all.”
Text Messaging is Not a Substitute for Talking With People
This is the dark side of text messaging. It’s fast and easy, but it is not a substitute for talking with people and investing in relationships.
Interpersonal communication is a combination of words, voice tone, body language, and facial expression.
Since stakeholders cannot associate the words in your text messages with the context of your voice tone and facial expressions, they assign their own meaning, which can lead to miscommunication, or, in Jeb’s case, resentment.
Virtual Selling Skills Training gives your sales team the tactics, tools, techniques, and strategies to remain relevant and competitive in the ever-changing environment of modern sales.
Transcript
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| 0:00.0 | This is the Sales Gravy podcast. I'm Jeb Blunt, bestselling author of fanatical prospecting sales |
| 0:07.4 | EQ, objections, and inked, and I'm here to help you fill up your pipeline, close bigger deals, |
| 0:13.0 | and rock your commission check. This episode of Sales Gravy is brought to you by DocuSign, |
| 0:19.1 | one of the greatest virtual selling tools ever created. |
| 0:22.6 | DocuSign lets you ink deals anywhere, anytime on any device, and wherever you are, DocuSign is there with you. |
| 0:29.6 | You can learn more about DocuSign at DocuSign.com. |
| 0:32.6 | That's DocuSign.com. |
| 0:35.6 | This episode begins a series of conversations I have with my good friend Alex |
| 0:40.8 | Goldfane who just wrote a rockin new book called Five Minutes Selling that you got to go pick up. |
| 0:45.8 | Alex and I are going to talk about how you can get a lot of sales done in just a little bit of |
| 0:51.1 | time. And we're going to begin with the conversation about talking |
| 0:54.9 | with people and text messaging. And why, even though text messaging is a great virtual tool, |
| 1:00.0 | you have to be very careful about texting it in. Now, here's. I'm with Alice Goldfane. He is an amazing author, and I always love having |
| 1:30.5 | conversations. If you check out our last conversation, it was rock and it was so good. And Alex |
| 1:36.2 | absolutely knows his stuff. He's written a brand new book called Five Minutes Selling that talks about |
| 1:41.8 | the little things that you can do every single day to create massive |
| 1:45.8 | impact and massive results in your sales day and not just for salespeople also for entrepreneurs |
| 1:50.7 | and business people so Alex welcome to the show and let's just start off by giving us a little |
| 1:56.5 | bit of a background on why you chose to write a book and title it Five Minutes Selling. Five Minutes |
| 2:01.8 | selling is about how you can proactively communicate with customers and prospects for a combined |
| 2:08.5 | five minutes per day in system and dramatically grow your sales. So I'm talking about following up |
| 2:16.4 | on quotes and proposals. I'm talking about telling |
... |
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