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The buying / selling process has evolved in recent years. Thanks to the internet, customers are more informed and are not easy to convince. To face this trend, the need to create inbound sales arises .
Inbound sales What is it about and what are its advantages?
Inbound sales can be defined as a strategy that seeks to
prioritize the objectives, needs, challenges and interests of customers and
give them a personalized treatment.
This sales methodology is used to attract potential customers to the product offered by the company, allowing the sales process to be adapted to the needs of the person.
Almost all potential clients who enter a web portal, visit
or communicate with a company will have the same objective: Obtain information.
And the trend is to get the most information about a product
to make the best decision. At this point, the sales team must apply Inbound
sales.
A good Inbound Sales strategy will provide the sales team
with a series of information with which they will personalize communication
with each client.
In this way, the exact information on what the client needs
at that time can be sent according to their possibilities and needs.
Among the benefits of applying this strategy we have:
• Get to
know potential customers better
• Build
trust and personalize the sales message
• More
efficient sales processes with short sales cycles and high close rate
• Constantly
measure performance in the sales process
Methodology to follow
To better understand the Inbound Sales methodology, it is
important to be clear about the stages on the part of the buyer in the
purchasing process (questions, consideration and decision).
By keeping in mind each stage of this process, the
corresponding Inbound Sales actions can be carried out as the case may be:
• Identify
. During this phase of Inbound Sales, the advisor must identify and determine
which are the active and passive buyers in order to direct his effort to the
indicated potential client.
• Connect .
During this stage the advisor makes an initial contact with the potential
client and seeks to establish adequate communication by creating trust. To
achieve this, it is based on BANT (acronym for Budget, Authority, Necessity,
Time), that is, it seeks to know the budget, authority, need and time of the
client.
• Explore .
In this period of the process, the advisor will analyze in detail the real
needs of the future client, contextualizing their true goals, ailments,
challenges and time.
• Advise .
Finally, in this stage, the advisor will evaluate all the information obtained
from the client and will cross it with the offers of services or products
available. This will allow the advisor to help and advise the prospect to make
the most appropriate purchase decision.