If they are the highest-scoring prospects, why are sales still not being closed? What prospecting techniques are you using? Do you base your sales on prospect lists, cold calls and emails? Let us tell you that those prospecting techniques no longer work as they used to .
Technology, and the Internet in particular, has changed the way we buy and sell .Now, buyers control the sales process, not sellers. All the information that prospects need to know: brands, prices, transaction conditions, product warranties, etc. are just a “click” away.
Transform your sales process into one where the customer and their needs are at the center of everything .
Why focus on the customer?
We don’t want to alarm you, but only 29% of buyers want to talk to a salesperson to learn more about the product, in contrast, 62% will look for that information on the Internet. (Hubspot, 2016).
Think about your buyer. If they don’t need the product or service you’re offering, or don’t feel or identify that they need it at that moment, they will most likely not act. They will continue sending your emails to their spam folder or answer the phone with a “No, I’m not interested right now!” If they answer, why? You’re not thinking about their needs.
The intention to buy lives in the world of the prospect or customer
It is up to us as sellers to enter that world to generate interest. Think about why the buyer should talk to you? How can you add value to their finland telemarketing current situation? What challenges might this person have that your product or service solves.
It is the buyer who will decide if you can help them
they will open the emails reasons why a business requires seo you send them depending on the information they contain, they will take the call and decide if you can add value to their purchasing process. How are you influencing buy view like this to happen? Opening the conversation with the prospect and generating interest depends on the seller being able to understand the type and context of the person .
Achieving this is no easy task, but if you make an effort to understand the buyer, their needs and their purchasing journey, the prospect is more likely to want to move forward in your sales process .
Connect with your qualified prospects
If your salespeople have managed to obtain prospects’ email addresses or phone numbers , you should understand the context and prioritize the customer’s needs before calling or emailing . Use customer-centric prospecting techniques to connect with your prospects.
An inbound sales strategy allows you to start the conversation with the client’s context and in this way sell, without selling . Establish a strategy and define: the medium, time and frequency with which you will communicate with the prospect, based on their context.
