Today's buyers are different
Posted: Tue Dec 17, 2024 4:16 am
What is Inbound Sales?
Inbound Sales is the process of focusing on individual buyers and their specific needs. As an Inbound salesperson, it is imperative to your success that you put the buyer’s needs above your own.
The Inbound Sales methodology closely follows the Inbound Marketing process and philosophies:
Identify, Connect, Explore, Advise. By basing your entire sales process on buyer needs and context, and moving away from a seller-centric approach, you’ll find that the quality of leads and the number of leads that convert to sales grow exponentially. Read on to find out why and how Inbound Sales works for B2B companies specifically:
And so, today’s sales strategies MUST adapt. The days of cold telegram database calling are over. We are in the information age and buyers are more informed than ever. Armed with self-education, they are protecting themselves from traditional hard-sell tactics that are inherently intrusive, disruptive and can be perceived negatively. Ultimately, the power has shifted from the seller to the buyer.
As buying behaviors change due to buyers having access to unlimited information, salespeople must find new ways to add value beyond what the buyer will likely already know. Traditional or “legacy” selling took advantage of poorly informed buyers and exploited that gap in knowledge to sell their product. Now, you need to be genuinely interested in helping buyers solve their problems. Inbound Sales works because it has adapted to this behavioral shift and provides buyers with the personalized process they need and respond to.
2. Sales are no longer about you
It may be a difficult piece of information to digest, but sales was never about you. If you’re thinking about sales in terms of hitting goals, closing deals, and advancing your career, you’re missing the most important aspect of sales: the customer. Your prospects don’t care about your sales goals, they care about how YOU can help them solve a problem. The Inbound Sales methodology forces you to approach your sales through the lens of helping.
Building rapport with prospects in the Explore stage of the Inbound Sales methodology will help establish trust. Once buyers trust you and you are deeply familiar with their pains, problems, frustrations, and goals, you can customize a pitch aimed at them, not you.
Inbound Sales is the process of focusing on individual buyers and their specific needs. As an Inbound salesperson, it is imperative to your success that you put the buyer’s needs above your own.
The Inbound Sales methodology closely follows the Inbound Marketing process and philosophies:
Identify, Connect, Explore, Advise. By basing your entire sales process on buyer needs and context, and moving away from a seller-centric approach, you’ll find that the quality of leads and the number of leads that convert to sales grow exponentially. Read on to find out why and how Inbound Sales works for B2B companies specifically:
And so, today’s sales strategies MUST adapt. The days of cold telegram database calling are over. We are in the information age and buyers are more informed than ever. Armed with self-education, they are protecting themselves from traditional hard-sell tactics that are inherently intrusive, disruptive and can be perceived negatively. Ultimately, the power has shifted from the seller to the buyer.
As buying behaviors change due to buyers having access to unlimited information, salespeople must find new ways to add value beyond what the buyer will likely already know. Traditional or “legacy” selling took advantage of poorly informed buyers and exploited that gap in knowledge to sell their product. Now, you need to be genuinely interested in helping buyers solve their problems. Inbound Sales works because it has adapted to this behavioral shift and provides buyers with the personalized process they need and respond to.
2. Sales are no longer about you
It may be a difficult piece of information to digest, but sales was never about you. If you’re thinking about sales in terms of hitting goals, closing deals, and advancing your career, you’re missing the most important aspect of sales: the customer. Your prospects don’t care about your sales goals, they care about how YOU can help them solve a problem. The Inbound Sales methodology forces you to approach your sales through the lens of helping.
Building rapport with prospects in the Explore stage of the Inbound Sales methodology will help establish trust. Once buyers trust you and you are deeply familiar with their pains, problems, frustrations, and goals, you can customize a pitch aimed at them, not you.