If your salespeople lack an understanding of what it takes to close inbound leads, we've detailed some suggestions worth making note of. Below are 5 habits every inbound salesperson needs to adopt if you want to ensure that your prospects are being properly handled.
They understand the buyer
By the time one of your salespeople gets on the phone with a prospect, it's likely that they know more about you, your team, and your product or service than you'd imagine.
The key to sales success is to not only recognize that the prospect has done their research, but to prove that you have done the same.
By making it your sales team's mission to learn the ins and outs of your ideal prospect's behavior and expectations in terms of a buying experience, you can plan for a more buyer-centric connect.
They understand effective copy
While in the past sales outreach relied heavily on cold calling, inbound sales require salespeople to write a lot more than they're used to.
With that being said, your team must be well-versed in the basic fundamentals of effective copywriting in order to succeed with their engagements. This means understanding what type of approach is going to be persuasive, as well as what type of approach is going to scare prospects away.
In order to convince a prospect that your company is one that they want to do business with, your salespeople must be able to establish a personal connection right off the bat.
People are more willing to open up when they feel comfortable. By building rapport before diving into a call, prospects will be more likely to open up about their aspirations and tribulations. With this information in tow, your team can more easily establish common ground, and guide the conversation in the right direction.
(Quick tip: Check out the Refresh App. This free app provides users with the type of insight they need to uncover real connection points with prospects, which ultimately will lead to deeper conversations.)
They communicate with marketing
In order for your salespeople to be truly successful, it's imperative that they open up a line of communication with the marketing department.
While sales and marketing are known for their finger pointing, there is a lot that the two can learn from one another.