PUT BUYERS AT THE CENTER OF YOUR BUSINESS STRATEGY

The advent of the Internet has changed the retail world. The power is in the hands of the buyer! With independent access to the information they need, they no longer need to rely on salespeople to learn about a company’s products and services. This is what companies experience when they receive feedback from salespeople. Proactive and determined to find your place in the modern world, you’ve decided to adapt your sales strategy by adding an inbound twist. Buyer-centric sales strategy

In the past, you may have been more focused on your approach to achieving your goals. That may be legitimate, but it’s outdated!Today, not only are buyers king, but they know how to learn about goods and services and get them without intermediaries. If you want to win them over, you have to learn how to put them first. Your business must meet the needs of potential customers… and win them all!

4 steps of an inbound sales methodology

You are motivated to improve your sales team and you know that inbound marketing can help you. You’ve already applied the principles of inbound marketing. Transformational success means focusing on every step of the buyer’s journey and taking the right steps to earn your prospects’ trust.

  • Identification

Instead of shooting around and risking missing your target, start by identifying active prospects. We’re talking about prospects who aren’t completely unknown to your company. According to HubSpot’s statistics, these prospects are often already in the awareness stage of their buying journey. For example, they’ve filled out forms to subscribe to newsletters or downloaded free guides from the site. They have therefore already registered and identified themselves. The identification phase is therefore a good time to use all this information to better know your potential customers.

  • Sign up

Now that you know who you’re dealing with, it’s time to get in touch with one of your potential customers. To do this, you need to define your buyer personas and a set of actions that match their habits and preferences.

Sending impersonal emails? After all, nothing! You want your prospects to really care, instead of making them feel like just another number on

your list. For example, does this prospect prefer to be contacted by phone or email? If they don’t respond, how many times do you try before giving up? Please check for shipping

A prospect answers the phone and wants to know more. Now it’s time to better understand their needs and find out how you can help them. As a salesperson, you are probably familiar with the BANT (Budget, Approval, Demand, and Calendar) matrix. While this has been so useful for so long, it is no longer enough. The approach used in Inside Selling is similar to GPCT (Goals, Plans, Issues, Deadlines) BA (Budgets, Approvals) C&I (Results, Impact), although it’s a nice acronym. Phew! But it’s not that complicated. In fact, it works the opposite of the BANT method, which asks prospects about their needs before talking about their budget.

Exploratory interviews evaluate prospects to see if they are a good fit for their business and yours (based on criteria previously established by your team). This is also a good time to understand your prospect’s challenges and goals and propose a solution that fits their schedule. For example, if a prospect tells you they need to hire three new salespeople by the end of the year, you’ve helped another company solve the same type of problem over a similar time period.

If you position yourself as the only company that can help your prospect from a unique perspective, you will pique their interest. You can then talk about the budget and resources needed to implement your proposed strategy.

  • Advice

You’ve finally reached the final stage, right before you sign the contract (which is what you want, after all). It’s time for you to shine as a value sales consultant! Here you have another opportunity to break away from the traditional sales role. Gone are the days of scripted, comprehensive presentations listing every feature of your product or service from memory! At this point, a generic presentation will only hurt you. You know your customer: prove it to them.

Since your goal is always to put the potential buyer at the center of your sales strategy, your presentation must be tailored to them. Start by recalling what your prospect has told you in previous conversations. Next, present the solutions your company offers that would be helpful in their situation. Finally, confirm the budget and ask for the necessary approvals to sign the contract – and you’re done!

Une approche holistique, humaine et personnalisée

The bottom line is that the old impersonal approach no longer works. Your prospects want to feel that they are important, that their needs have been addressed, and that you can uniquely guide them every step of the way to achieving their goals. Be authentic: everyone will feel more comfortable and confident, and you will win.

 


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