Before the corona, inside sales was an “interesting option” with a hipster-like side effect. The biggest challenge in moving to the inside sales model was that some buyers felt the sales person using the inside sales model lazy - perhaps even arrogant. Now the situation has turned on.
Buyers are holding back sales people and they don’t want to meet them at the office, but prefer to be free to meet sellers remotely. Buyers want to have remote meetings - they prefer comfortness to have the meeting wherever they are.
Inside sales came to stay. The same rules apply to inside sales as for F2F sales. There is no sales without sales transactions - work has to be done before you can expect results.
How can inside sales be made more effective and what should you pay attention to?
Inside sales is based on discussion and interaction in much the same way as face-to-face sales. Emphasizing the conversation is extremely important in inside sales. It is often subconsciously that the salesperson only begins to present their own solution. The vendor needs to have good tools to support maintaining a natural conversational connection.
The first goal of the debate must be trust building. Inside sales in particular is based on trust. How you succeed in trust building will determine the success of your entire sales process. Without trust, there is no transparency, which is needed to discuss real needs. Without the real needs, there is no possibility to solve problems. The first impression is a crucial part of the trust building. Visuality is the key aid in building a first impression. The better design your materials have and the better “remote studio” you have, the easier it is to continue from the first seconds toward a proposal and then toward a contract.
When trust has been built, there is an opportunity to discuss real needs. Discussing needs is extremely confidential - who wants to share the business’s weaknesses or shortcomings with someone you don’t trust? When a genuine need is found that can be resolved by the seller, we are really close to the contract. In a remote online meeting, especially in the need mapping phase, it is a good idea to provide the buyer with ideas by listing the typical challenges on the pages of a sales presentation deck. It would help you to start the need discussion.
Positive encouragement to make a decision is always presented in sales. The buyer always has options and uncertainty. Positive encouragement is a good opportunity to help the buyer to move towards a decision and better tomorrow. In addition to verbal encouragement you can add an CTA button to the offer ORDER HERE. By clicking the button, you can make a final decision, sign a contract and handshake digitally.
The biggest challenge of online meetings is technology. However, there are solutions that work easily, without installing any software, without logging in, and on all devices from phones to computers. The shopping experience should be easy especially for the buyer. When the visual support materials for the sale can be opened during the call by clicking on the link on the phone, the seller hears the smile of the buyer and a sigh of relief. It is easy to make positive purchasing decisions happily.
If you want to study further into inside sales, order next:
Inside sales guide that explains how to develop a clear inside sales concept: https://www.seidat.com/landing/inside-sales-guide