As we discussed about ‘the best practices implemented by the inbound sales teams’ in my previous article. Here are a few more, to be exact, five more best practices. Take a look.
5 More Best Practices for Inbound Sales Teams
6) Be a sales educator, not a sales bully.
The world we live in, changed such a way that the consumers can be just as educated, if not more so, than salespeople; thanks to the internet. There are a plenty of information available out there, all for free.
so you need to be the sales team that is creating that information.
Be the classroom, the teacher, and the textbook but never try to be a sales bully. It’s like falling back to an age-old tactic. Wondering who a sales bully is? It’s the one who push-the-product-like-crazy, being over the top just like "We're slashing prices!". Don’t be that guy because, no one wants to buy from that guy.
7) Implement assignment selling.
since I learned about assignment selling from Marcus Sheridan (@thesaleslion), I can’t take full credit for this. As it really works like a charm; I can’t avoid it either. But the fact is that any sales team, which do not make use of the assignment selling should be benched like a bad Browns quarterback (I won’t name any names).
Having an assignment selling before that first sales meeting helps giving your prospect a little homework. This might mean that you have to send them an ebook, or maybe direct them to a few pertinent blog posts via email.
If they are provided with ample opportunity to learn about your products or services before you try to meet or dial them up, you’ll be able to focus more on selling rather than teaching. Ask them to please read the topic, before your call on a specific date. You don’t need to feel shy regarding this. You can be confident in this; they won’t be yelling at you.
And the best part here in assignment selling is that, the content pieces that you’ve created for this purpose, i.e. the ebooks, blog posts, landing pages, etc. never stops working for you.
There are tools out there on the internet that continue selling on your behalf, even when you’re fast asleep.
8) Be one with the phone.
Hope you’ve met somewhere with a salesperson who, has to run out to lunch, or use the restroom, or pick up their sick dog at the vet? (Which may not even exist); as soon as the phone suddenly rings! It’s pretty impressive the way, they avoiding contact with the telephone and they seem to be incredibly skilled at that.
I think the internet is partially to blame for this trend -- texts, email, and social media make it way too easy to hide.
the power of human interaction doesn’t get much more robotic and unfeeling than sending texts or emails.
Instead, pick up the phone let the prospects hear you. Emails and text messages always have their place and there are some clients, who hate the phone. But keep in mind to use the phone while making that first contact. A phone call helps to foster a true-blue, human-to-human connection.
9) Network in the real world and online.
Is social media, the only way for social network? The existence of social media doesn’t mean that we can’t branch out and interact with people face-to-face. Attending local networking events; Keep business cards with you at all times so that you can provide information about your company’s products and services at a second’s notice.
Remember: Don’t be smarmy about it!
At the same time take care to meet up in-person with members of your online network as well. You can also try getting contact information from your favorite Twitter followers or meeting up with that that guy who always posts great content in the LinkedIn group and offer a drink.
10) Use your sales tools -- or get some.
It will be a waste, if you are not using at least some of the sales tools, are they are in plenty out there. You can use a blog as a sales tool, if your marketing team is running a blog. Or you can use landing pages and offers, if they are publishing them. You can even use social media as a sales tool and share content with your own followers if your marketing team is using social media.
Signals is an awesome little tool which is incredibly useful in the sales profession. It helps you see when emails have been opened, and how often emails are read; allowing you to track emails
I could go on forever with the HubSpot Marketing Grader, Hootsuite, Dropbox
You have to find the ones that work best for you and use them as there are free, cheap, and paid services out there.
There are leads to generate, sales to make, and clients to educate. Put these best practices into play, if you want to be a highly successful salesperson or a member of a highly successful sales team.
You don’t need to start doing each of these at once as there’s going to be a learning curve. It’ll surely be difficult to do. You can work on mastering one or two at a time, and then moving onto the next one(s). I promise it’ll be worth it for you and your company in the long run!