Customers have taken control of the buying process and are the ones who decide when to contact a salesperson. Do your sales reps know how to respond to this situation? Are their strategies working and are they really providing advice to close sales?
stop-selling-and-start-helping
The key to selling more is to adapt to today's buyer . If your sales team frequently has difficulty closing sales with potential clients, it is likely that their prospecting techniques are not working .
The Internet offers consumers endless possibilities to meet their needs. In addition, communication channels have become more diverse and it is increasingly common for buyers to evaluate options on their own until they get in touch with a seller.
What is today's buyer like?
Think about all the times you've received a call, message or email offering you a product/service that you don't need or aren't interested in... it's a nuisance, right? Now, imagine what your customers think when you tell them about an offer that won't bring them any benefit or that doesn't interest them at the moment.
Let's be empathetic, nobody likes to be sold to , much less in an intrusive way. The ideal salesperson is one who wants to help , who listens to the customer and is honest.
Do you want to sell more and better? The inbound sales methodology is focused on the buyer and therefore, it is up to the seller to develop effective and personalized strategies , that is, appropriate to the context of each buyer.
From prospecting to exploration
Every head is a world and this applies to each of your prospects. Going through the identify and connect stage of the inbound methodology , the seller has defined who the active users are in the purchasing process and the strategy (medium, time, frequency) that will be used to communicate with them.
We then move on to the exploratory stage, where we engage in conversation with the prospect to confirm and gain more insight into their challenges, interests, goals, etc.
The idea is to take advantage of this opportunity to delve deeper into the buyer's context and make him reflect on whether the product or service we are offering is suitable for him .
5 Keys to successful exploratory research
Develop an agenda : Better safe than sorry. If your prospect has shown interest, it is necessary to anticipate their expectations to find out what their concerns are or what they want to get out of the exploratory conversation. cyprus phone number data Therefore, you should ask them in advance if there is anything specific they want to discuss and prepare your agenda based on that topic.
Ask questions : Even if you have a guide on the topics that interest your prospect, it is essential that you ask questions to evaluate how you can help them and guide the conversation to determine if your product or service is the best option.
The three sales : Every sales process goes through three stages, since it is the journey that the prospect takes to make a purchase decision. It is like a reflection of the buyer's journey and in the exploratory phase it develops as follows:
Sale #1. What is the problem? You need to quantify and calculate the impact on your business, in terms of lost revenue. The result of this sale is that the prospect commits to change.
Sale #2. This is to answer the question: why is your solution the ideal one? Where the objective is for the prospect to agree that your solution is the best.
Sale #3. This sale seeks to answer why your company and your product are a better option than another. The goal is to get the prospect to consider you as the best choice.
Identify the gap : Once the prospect has answered what you need in the first sale, to move on to the next ones you must talk about their goals and identify the gap . To do this, you can ask them questions about how they intend to face their challenges, making them reflect on whether it is a viable option, the advantages of your solution and showing the quantified value.
Give the prospect a task : In a first approach, it will be difficult to go into all the aspects that concern the prospect about his business. However, to generate a second meeting, it is a good ideato give him some task to resolve.In this way, you can qualify his interest and thus, move towards the presentation of a final proposal.
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