Five Misunderstood Problems Faced By Anyone Who Works In An Inside Sales Environment

Do you need to close deals over the phone in order to make money as your main source of income?

Do you have lots of great conversations but never get the deal done?

Are you frustrated by the leads appearing to always be of poor quality?

If so this blog piece is for you no matter what industry to work in. It applies to any professional sales person.

I’ll share with you the deal blowing mistakes most inside sales professionals make but more importantly, I’ll share with you exactly how to ensure you use these mistakes to your advantage and give you more opportunities over your competition.

You’ll discover…

  • Problem 1: You do not understand why people buy.
  • Problem 2: You engage people at the wrong time.
  • Problem 3: You don’t follow up in a timely fashion
  • Problem 4: You drop to price too quickly
  • Problem 5: You are not 100% sold yourself

Writing about these problems is one thing. Getting you to fix yourself and do something about them is another.

I will cover everything off so you are guaranteed to benefit.

Let’s smash it…

PROBLEM 01: YOU DO NOT UNDERSTAND WHY PEOPLE BUY

I am sure you have heard the phrase “that man could sell ice to an Eskimo” indicating that this person is a really good sales person.

Well if any rep of mine was selling ice to an Eskimo I would actually be concerned at their behaviour as Eskimos are highly unlikely to need any more frickin’ ice!

Where is that rep adding value by selling ice to an Eskimo?

Why would an Eskimo need any more ice?

It would show a complete lack of understanding about what sales is really about.

Let me just be really clear on something…

“People buy something because they are dissatisfied with what their current situation. They want something the current situation better.”

A sale is made when a prospect has noticed there is a situation where they are not 100% happy and recognise the situation can be improved.

Your role as a Sales Professional is show how you are the best decision to do business with and complete a deal by offering the best solution to the problem being experienced.

Keep it simple, solve problem with unique solutions only you can offer

PROBLEM 02: YOU ENGAGE PEOPLE AT THE WRONG TIME

You now know that people will buy from you if they have a situation they are currently unsatisfied with and want to improve it.

Timing is therefore really important at this stage to ensure you engage with a prospect at the right time.

“The best point to engage a prospect is when they realise they are dissatisfied with their current situation BUT before they have taken any action about improving it. “

If you can introduce yourself to a person who has a problem but its yet to figure out what to do to solve the problem AND you have the answer to the problem, then you are in the sweet spot to close a deal.

Prospects need to want something first so they start to research finding a solution.

Be found as someone who can help them with their research to solving their problem

It is easier to sell when your first appear to not be selling at all.

Provide the information someone needs before settling on what to buy and who to buy from.

Earn the right to sell but earning trust and respect first.

PROBLEM 03: YOU DON’T FOLLOW UP IN A TIMELY FASHION

The internet is amazing. A simple, clear, & factual statement. Any information you need at your fingertips with an instant answer.

Leads come from the internet where people send in emails or complete web forms requesting more information that is not available online.

These are people who raise their hand to say “hey please engage with me!”.

“Good leads go cold every rapidly if not dealt with quickly.”

Imagine you ring someone within 60 seconds of their submitting their interest. It is fair to assume you would get a good response.

However what if you rang after 2 hours, 24 hour or 8 hours?

The lead has had a chance to forget why they were dissatisfied about a situation or worse they have spoken to someone else about it.

The sooner you follow up a lead who has qualified themselves in some way the significantly higher the chances of you closing a deal. Think in terms of minutes, not days or not even hours.

A hot lead only gets colder with time so do not let the fire go out Ring them and tell them you are there if they want any more information.

PROBLEM 04: YOU DROP TO PRICE TOO QUICKLY

If people only used price as a consideration for making a purchase then there would be no need for any sales people in the world would there?

If this myth about pricing was true then anyone could just go online and purchase whatever they needed without any assistance.

The trouble with the internet is everyone can claim to be an expert BUT the reality is people just get confused and the lack the confidence to make the correct informed decision for themselves to complete a transaction.

People have money to spend and will happily spend it on the right thing. The biggest fear is spending money on something that doesn’t work and would be deemed a mistake.

“Don’t drop to price ever straight away…EVER. Ask more questions first and find out more information about what they are dissatisfied about and what they are looking for.”

It is imperative therefore, even if the hottest inbound lead just asks for a price right away that you slow the conversation down and ask more questions to find out exactly what the person wants.

Your role as a professional sales rep is to ensure you are helping your prospects to find the right solution for them to give them 100% satisfaction and a long term relationship.

PROBLEM 05: YOU ARE NOT 100% SOLD YOURSELF

Sales are lost when you are not sold on what you are selling yourself.

Top sales professionals believe in them self, believe in the company and believe in the product.

They would own the product themselves if they needed it.

They sing the praises of the company they work for with great pride.

They know they are the best at what they do.

The big magic question you need to be able to answer before you even speak to a prospect is below:

“Why should someone buy from you instead of anyone else or instead of doing nothing at all?”

To an extent your prospect is buying your confidence. They are buying into your belief that the purchase from you will resolve their dissatisfaction and give them exactly what they desire.

If you truly belief in yourself, the company and the product without any underhand shenanigans to try and game the system, you will make sales just by having genuine conversations with your leads.

CHEAT SHEET OF MAIN POINTS:

Lesson 1: “People buy something because they are dissatisfied with what their current situation. They want something the current situation better.”

Lesson 2: “The best point to engage a prospect is when they realise they are dissatisfied with their current situation BUT before they have taken any action about improving it.“

Lesson 3: “Good leads go cold every rapidly if not dealt with quickly.”

Lesson 4: “Don’t drop to price ever straight away…EVER. Ask more questions first and find out more information about what they are dissatisfied about and what they are looking for.”

Lesson 5: “Why should someone buy from you instead of anyone else or instead of doing nothing at all?”

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