The practice of Inbound Selling requires a highly trained sales team. The implementation of this methodology is not for everyone nor does it happen overnight.
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Precisely why only 20 percent of sellers, according to Hubspot, have:
It is, by far, one of the most important virtues that a sales agent trained in the Inbound methodology must have.
Not all prospects are ready to buy right away.
Most importantly, EVERYONE hates someone wanting to sell them something when they didn't even ask.
Buyers today require you to help them in their extensive research, they don't want to deal with people who are obsessed only with increasing sales.
So if you want your team to develop a new business model, you need to patiently use technology to study each buyer's travel prospects, worrying more about being available and ready to answer any questions prospects have.
The era of the desperate, murderous salesman is now out of date.
2. WILLINGNESS TO EDUCATE
You have to accept that some prospects will never be closed, but it doesn't mean that they can't help you keep selling to others.
That is precisely why it is necessary to carry out research on each prospect to determine their real needs and pain points.
If the prospect is looking for the lowest price available and your services are considered the highest quality in your industry and with high value, they are not the most affordable for him.
From that perspective, he will never buy from you now, but you do not prefer that in the future, when he grows up, he can do it?
It's very important to focus on nurturing your prospects with content so they have the best opinion of your product or service, regardless of whether they are going to buy from you anytime soon. The important thing is that they are qualified buyers.
When your salespeople are willing to move away from unqualified reads, they will have more time to cultivate more qualified prospects.
3. PASSION FOR KNOWLEDGE
Ideally, your sales team should see themselves as educators.
As such, they have to know everything about your business and your products or services, as well as your competitors and their offerings.
They must be very well trained to do a quick and thorough analysis of prospects, their industries and their problems.
When your salesperson is able to confidently answer any questions and fix any problems your prospects may have, they will have the ability to guide buyers towards their final decision.
Salespeople with a specialization in Inbound Marketing not only educate themselves and customers, but share their knowledge with the rest of their colleagues to help the organization succeed.