Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested. And two, sales tactics are not just learned in the classroom – it’s a never ending journey of ‘salesducation’.
New strategies, practices, approaches and techniques are always springing up like wild shrooms. If you don’t keep up with the changes, it’s easy to get left behind. When it comes to inside sales, becoming a master takes time, repetition, and a willingness to adapt on the fly. Remember inside sales involves selling to prospects over the phone or online as opposed to traveling and meeting them face to face.
Of course, prospects get dozens of inbound sales calls every day; what are the chances of yours making it through? Combine that with a busy prospect, a tough gatekeeper, and a low budget and your chances of success become even slimmer. So, how do you ensure continuous success in the world of inside sales? Veloxy had a talk with 10 inside sales gurus to find out what their formula was. Here are a few secrets that top tier inside sales reps say contributed to their success.
Here is the list of our Inside Sales Gurus’ Top 5 Secrets:
1. Thrive in the Discomfort that is Inside Sales
According to Zendesk’s Account Executive, selling is an inherently uncomfortable activity for most. If you’re not cautious, it’s easy to allow insecurities, fears and a natural desire to be liked to creep into a deal. It’s this discomfort that will get in the way and cost you the sale. Sales reps go through a lot of discomfort during sales. As such, you have to be comfortable being uncomfortable.
For instance, trying to take advantage of the awkward silence when breaking news on pricing. What you should do is shut up, and let it sink in. Rambling on and on to justify the cost won’t really help your case. Most reps have found out that quickly glossing over important details like pricing is always a deal killer. Chances are you will lose the deal and your prospects trust. Instead, try and acknowledge the reality that your products are premium priced. Explain why the product is better than other options and your prospect will appreciate the honesty.
2. Always Be Following Up
Having grown multiple startups and sharpened their teeth in the world of sales for years now, our inside sales gurus attribute most of their success to one crucial practice. Always following up and never considering the deal dead until the prospect gives a succinctly clear no. Someone says they’re busy? No problem. Just ask them for the best time and put it in your calendar.
This tactic is among the easier ones. All you need is a persistent mindset and commitment to see every single deal through. Or at least until you get an answer either way. It’s not about closing every single deal all the time. Rather, it’s about making sure you are never in the dreaded maybe zone. But remember, there’s a thin line between following up and stalking. So make sure you keep it short, sweet and professional.
3. Handle Objections with Ease
In inside sales, you’re likely to hit more hurdles and objections that you are to close deals. If you’re lucky, you’ll get minor objections about things like pricing or delivery. But if it’s something more in depth, then you need to be fully primed to handle all the complaints like a professional. Objections are tough to make, so don’t be too quick to patronize the customer before you even try to overcome them.
Rather, try to sympathize with them and soften the objection while getting to the root cause. Whether it’s the budget, product, or authority, you need to be well poised to deal with any and all complaints. Take time to understand the issues and involve third parties if necessary. Just do whatever it takes to make sure the way to the deal is clear and free of hurdles.
4. Take Advantage of Social Selling
We all have that one Facebook or Linkedin friend who’s always sharing insights, stats and leadership pieces on the state of the sales industry. Like it or not, social selling is definitely here to stay. Largely due to these professional networks, inside sales reps can instantly take advantage and leverage the network to find the right prospects, start conversations and build relationships that could evolve to business partnerships.
Social selling has effectively improved the sales prospecting process and looks like it might eliminate time intensive cold calling altogether. By positioning yourself as an industry expert, you will bring more qualified leads just by regularly showing up on all your social platforms. Regardless of your sales level, you’re already winning if you engage in social selling. According to Forbes, almost 80% of sales reps outsell their peers who don’t use social media.
5. Customize Your Pitches for Each Prospect
Perhaps the most important rule in inside sales – you need to realize that you’re selling to people, not companies. As such, try to treat all your prospects like real people, especially in this age of automation. Whenever reps pick up the phone, a lot of them pitch to imaginary entities with deep pockets as opposed to a real person with real needs. So before you even make the call, you’ve got some homework to do first.
Research your prospect and learn everything you can about them. Where have they worked before, where do they fit in the organizational chart? Get a feel of who they are and who else will be involved in the sales process. It’s only by putting in the work and research will you be able to customize your pitch to the decision makers. Once you have a deeper understanding of the prospects position, you can use it to uniquely sell to them.
Read More: What is Inside Sales Software?
Inside Sales Final Word
If you thought inside sales would be easier because it’s online, think again. Inside sales can be a grind. It poses just as hefty a challenge as outside sales – only with less traveling . Keep prospecting for new customers, send out those personalized emails, follow up regularly and keep track how your deals are doing in the pipeline.
And of course, you’ll need to arm yourself with the right technology for the job. Veloxy has all the tools and features you need to succeed in inside sales. With Veloxy Mobile, all the work is taken out of sales enablement and data mapping so your team can focus on more productive sales activities. Likewise, Veloxy Engage offers the best email template builder in the world. You can use it to send out personalized bulk emails to your entire contact list.
Read More: 10 Outside Sales Gurus Share Their Secrets
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