Traditional sales are dead. Long live inside sales! In a market where the only constant is change, do you have what it takes to be an exquisite inside sales representative (ISR)? Here are five tips to help you get better at inside sales.
- Do Your Prep
Efficient ISRs prepare thoroughly before a sales call. Profound knowledge of your product and of your market will set you in the top 1% of reps.
How do the benefits of your product translate into business goal achievements for your prospect? Be very specific! Explain how the product works, its business value, and estimate its return on investment.
Don’t invest time in cold-calling. Instead, ask for referrals from existing customers. When a satisfied client introduces you to new prospects, they consolidate your new relationship by giving their vote of trust.
Three things to bear in mind when you’re calling a prospect:
- Reach out directly to the decision-maker of the company.
- Research your prospect’s website and social media profiles to learn more about them. What are their business needs? Tell them in a concise way how your product will help them achieve their business goals.
- Describe the experience the buyer will have using your product. People purchase products that provide a great user experience.
- Rapport Building
Rapport is built in the first 10 seconds of the call and can last a lifetime. That’s why ISRs use refined rapport building techniques to gain trust and close sales. Focus on relating to your prospect, understand what they want. Surprise them by asking innovative questions. It’s a great way to build value and confidence! Establishing connection and reliability is a core sales skill.
- Active Listening
As an inside sales rep, you are facing a big challenge: you can’t see your potential client’s body language. Since you have no clue how they are receiving your message, pay special attention to what and how is said.
Change the framework. See it more as a conversation than a presentation. Research consistently shows that clients are uncomfortable with salesmen doing most of the talking. Instead, when you ask impactful questions, it makes prospects feel you are interested in finding out more about their needs and provide a solution specially tailored to their business.
- Objection Prevention & Handling
Be strategic and think ahead how to reduce typical objections buyers might bring up. Make a list of all possible objections and provide simple, accurate answers to each of them. Organize role plays inside your team to prevent challenging situations.
Build a strong mindset that will support you in handling objections effectively. You will handle objections much easier by empathizing and understanding what is the prospect’s core concern. Provide clarifications and reassurance to ease their objections and seal the deal.
- Gaining Commitment
Immediacy, persistence and consistency are key skills of great ISRs. Throughout the call, consider if your message meets the prospect’s needs. Reassess the features of your offer they are interested in. Questions such as “Is this helpful?” will make prospects understand you’re offering them real value and lead them to commit to your deal.
Don’t stop reaching out to leads after only two attempts. Studies show 80% of sales require 5 follow-up phone calls. Keep track of your prospect’s behavior from one call to the other. Integrate what works and assess what needs improvement.
Once you have all your skills developed, product information covered, you’re ready to sell successfully. You have the power to decide and train to be an excellent inside sales rep!