5 Best Inside Sales Posts From Hubspot's Blog - EU-Vietnam Business Network (EVBN)

5 Best Inside Sales Posts From Hubspot’s Blog

Summary: Being able to sell requires skillful question asking. However question asking is very much an art. To be successful, you must guide the prospect, in a sense, by asking the right questions. Start with broad questions and then move progressively, in a logical order, to a more specific point that relates directly to what you are selling.

It is helpful to build on their responses.

Example question role-play:

[Prospect] “I own six flower shops that specialize in large event decorating.”

[Sales] “You specialize in large events. Why did you choose that niche?”

[Prospect] “Lower overhead. I can work out of a warehouse rather than a storefront. I don’t have to maintain perishable stock; I order in large quantities only when needed, which keeps my prices down.”

[Sales] “What do you mean by large events? How would you define that? What are the minimum orders?”

Finally, it’s best to keep things simple and non-threatening. You don’t want the customer to feel like they are being interrogated. Act as a consultant, because in reality you are there to help. In the end, it’s about how they can benefit from your services.

Summary: Especially when you are selling to inbound leads, you will find that often times you are not selling to the decision maker, but rather the influencer, a lower level employee who will convince the upper-level executive to buy your product. Therefore it is best to use a pitch that is tailored to this person, rather than to the big man upstairs. Sell them on the benefits that they, the influencer, receive.

When they are finally ready to buy, you still aren’t done. You have to learn more about the decision maker’s buying process. Use the influencer as access, but be sure that they aren’t the ones selling to their boss. You are the salesperson, and you know your product best. Use them as leverage, but do not let them sell on your behalf. Help them, and be active in the tradeoff to the decision maker.

Summary: Sales is a game and is therefore rooted in competition. By nature, a salesperson’s job is to sell their product, convincing the customer that it is better than any other option, especially that of the competitor. Normally, you would think to focus on differentiating yourself from the competition. However, it is more important to focus on the big picture and the customers needs, than to try and highlight some minor feature only you provide .

On that note, figure out what they want and need. Once again, sales is all about helping the customer solve their problems. Learn about their industry, and what their goals are so you can help them achieve these goals. Do some discovery work.

The customer also probably doesn’t care about you. They don’t care about your company’s history, or what your logo represents. They care about results so give them results. It can help if you show them testimonials from other customers. That’s how to differentiate.

Summary:

1) Have Mental Focus – Stick to what you know and continue to push through to the close. It can take time

2) Overcome Obstacles – There is no doubt that you will face challenges daily in sales. Calls will get canceled, you will get rejections, but it is about how you respond that defines you.

3) Time Management Is Key – Set a schedule and divvy up your tasks. For example, send emails in the morning, prospect during the day, and make calls in the afternoon.

4) Win and Lose With Dignity – You are going to get turned away. The word “no” is a part of being a salesperson. Bounce back.

5) Practice Makes Perfect – It takes time and training to become a good salesperson. Even seasoned veterans constantly tweak their scripts.

6) Keep Learning – Keep up with industry news, change with the times, and constantly adapt your game.

7) Eye on the Finish Line – Drive to meet your quota, or to book so much revenue, or to make so many calls. Set goals and aim high.

Summary: Always begin by planning your email. Figure out what you want to get across. Is it a drip, a direct cold email, a follow-up? Next, figure out who they are, what their role is in their company, and even some of their interests to help break the ice and draw attention. Figure out if you have any connection, LinkedIn is great for this. Having a mutual acquaintance can be a big help. Read into industry news. In your research, find some sort of context that will be your in.

Next focus on a subject line that will draw their attention. It can be helpful to use the context mentioned above.

Next comes writing the actual email. Use the context again to draw their attention. Show that you did your research. They don’t care about you, so don’t talk about yourself quite yet. Then in the body text align what you do with the prospect’s goals. Talk about their business specifically and how your product or service can help them.

Conclude the email with a simple and acceptable signature.

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