Part of the Continuous Education Program (CEP) of theCu4tro SystemOne way we stay at the forefront of the Inbound methodology is to be part of the Lions training in HubSpot 's Sales Bootcamp series .Bernardo Vorderwinkler, an expert consultant in Inbound Sales, tells us the 3 tips that you should keep in mind for all the sales calls you make to your prospects.
After the first approach in the exploratory call to the prospect, you have already tested the waters and know how digitalized your future client is.
During the next 2 or 3 calls, as the conversation develops, you betting email database should use these 3 tips in your sales to prospects:
1. Use your Sales Story
Briefly recap the problems your brand solves to keep them top of mind. Use this call to get to know your prospect in depth and draw on their main challenges to develop the story that will help them overcome their obstacles.
It is important that you do this not as facts, but as storytelling .
2. Take it away from the status quo
Many companies are afraid of change because they are used to a certain way of working.
We've always done it this way
Help your prospect evaluate their current efforts and show them the alternatives available to them. This will help them understand why they need to change certain processes and will motivate them to take action.
3. Know your pain points
At first, he may be convinced that he needs to change, but change takes work and effort. Use his pain points and remind him what can go wrong if he doesn't reach his goals. Know the pressures your prospect experiences every day and exploit the pressures.Inbound methodologyaround that.
Advice from your Inbound consultant
Stay in control of the conversation. No matter how confident your prospect sounds, don't skip steps to keep your sales pitch on track.
Listen to your prospect. Part of having control of the conversation is letting the other person speak. Get to know them in depth and get them down to 5 whys.
We need to generate more content. Because we want to grow more organically. Because Adwords is failing. Because our structure is wrong. Because.....
Don’t fall down the rabbit hole . As digital marketers, you can get very technical. You talk about CTAs , CTRs, bounce rates , TOFU , long tail keywords , and loading speeds. Show that you are an expert on the subject but don’t overwhelm the client with this terminology.
Use these tips and tell us which ones work best for you, what your main challenges are for your prospecting calls, and share your advice for an Inbound sales strategy.