The Best 7 Disciplines Your Inside Sales Outsourcing Should Expect
Work with Honesty and Integrity
I’ve always felt that you can’t be one person and another when it comes to selling. Ensure that the Inside Sales Outsourcing who work for you are honest and live their lives honestly. Remember that they are representing you and your firm. What they say to a prospect or customer will reflect you and everyone else at your firm.
Punctuality Is a Virtue
Being on time may seem insignificant, yet it sets the tone for your company’s operations. Customers will recognize you have a team of pros who show up (on time) every day, for every call and meeting, whether they realize it or not. This goes a long way toward establishing trust in sales and continuing account management.
Create and Fine-Tune a Procedure
If your organization has a Sales Playbook, your salespeople should follow it and not stray from it. If you don’t already have one, you should create one or hire someone to do so for you. Consistency among your reps and the ability to quickly onboard new sales staff are both dependent on having a well-defined process.
These “problem children” can waste your time, money, and energy if not handled properly. You won’t always be able to direct their actions. However, you can take steps to reduce their influence and determine quickly whether they are worth your time and effort. You don’t want every one of your prospects to become a customer. It’s natural to desire to convert every sales prospect into a paying customer. If the Difficult Sales Prospect attempts to intimidate you before paying you, they will be even more difficult to work with as a client.
Here Are Some Pointers on How to Deal with a Difficult Sales Prospect:
Decide early on. The faster you can figure out if a sales prospect is worth investing in, the less stress you’ll have later. For example, if the sales prospect talks about price at the beginning of the Outsourcing Inside Sales, that’s a red flag. They’re letting you know they’re more concerned with winning than the relationship. Well-balanced relationships are good.
Make one more gesture of good faith. This is something you should do with any potential client. Then, you’ll have a cushion against being the “one who was tough” if it gets to the point in the sales cycle where you have to threaten to shut off the deal.
Ignore them for the time being. They will call you back if they have a genuine need. When they do, it’s time to clarify what real business partnerships are all about and reaffirm the ground rules.
Go above and beyond their comprehension. Skip to #5 if you’re dealing with the CEO. You can always throw a Hail Mary and call the CEO if you’re working with someone else. It’s not something you should do every time, but it should be possible if the sale is in peril. If you go this route, you should think about how you’ll deal with the people whose head you went above after the sale.
Allow them one more chance. When you recognize that engaging with this person will never be beneficial to you or your business, it’s time to politely and diplomatically state, “We don’t seem to be on the same page. We’ve done the best we can for you. If this isn’t enough, we wish you all the best.” Then, perhaps, they’ll track down your rival.
Testimonials Are Available Upon Request
Self-congratulation is not a recommendation. Requesting customer testimonials should become a habit for your salespeople. The optimum time to obtain them is shortly after a sale has been completed, and the buyer has begun to enjoy your product. Many consumers will claim that they are too busy or that they are unsure of what to say.
Once a customer agrees to offer a written testimonial, your salesperson should tell them the following: “I understand you have a lot on your plate. I believe I understand what you said regarding our goods and service. Why don’t I write it for you? You can make any changes to the document, but that should get you started.” This strategy is risky, but I’ve never been turned down before. They will appreciate you saving them time if they wish to give you a testimonial.
Carry It Out
This discipline is inextricably linked to punctuality. You are only as good as your word in Sales Outsourcing Companies and every other aspect of life. Your salespeople must follow through on their promises. Do you want to double-check an order? Find someone in customer service to assist them? Whatever it is, it is a big deal to your customer, no matter how insignificant it may appear. Customers want to do business with someone they can trust and will do so again.
Assist Customers in Navigating Your Company’s Procedures
Most of us think that the rest of the world knows our business practices. Unfortunately, they don’t have any. Customers already have difficulty adhering to their company’s regulations and procedures. If you have a mechanism in place for clients to call your support department, download updated software, speak with your Accounts Receivables department, and so on, your sales agents should convey it to them early in the sales cycle. Remember to include all of these steps in your Sales Playbook.
Making a Value Call Requires Understanding Your Customer’s Business
This may be argued to be the most important discipline. Make a “value call” with one of your sales reps before making a sales call. When a consumer receives something of value (or perceived value) as a result of a sales call, it is referred to as a value call. A negative value is when you offer nothing in exchange for your prospect’s time. Please don’t let this happen. Make sure your salespeople are prepared before making the value call.
These days, getting ready is a lot easier. Most information about your customer’s business (or their past if they’re a management team member) can be discovered on their website. This is where you should begin your reps. They can then use LinkedIn, Facebook, and other social media platforms to learn more about your prospects’ businesses before making the value call.
