In part 1 of this series I talked about the powerful lessons from the previous era of sales that need to be preserved to protect the heart and soul of all sales - Relationships.
Unfortunately, if nothing is done to preserve relationships, the gap between an inside salesperson and their prospect can only grow larger until there is no emotional connection or commitment between them. This means that eventually, all sales will become purely transactional and that you as a salesperson will become fully replaceable.
Luckily, by becoming the sales PERSON you can start conserving the essence of field sales going forward.
1. Don’t treat a customer relationship like a sales cycle
When you close a deal with a prospect and the sales cycle ends, the relationship shouldn’t have to end right there too. Every customer relationship has the potential for a lifetime of value if you treat it properly.
A customer’s needs may develop as time goes by and you need to position yourself to be there when that happens.
Look beyond the immediate sales cycle, particularly in cases where prospects don’t become customers immediately. Think about working with them in the long run and following up relentlessly until you close that deal.
2. Introduce your personal character into your communication
Customers find it hard to relate to a voice over the phone unless they can find something “human” to connect with.
A great place to start is by infusing some of your own personality into your (business) social media profiles. Professional profile pictures on LinkedIn, Facebook and Instagram that resemble a school yearbook photo showcasing you in a crisp suit sitting up straight against a solid background might impress business executives, but your prospects probably won’t be fazed by it.
Try something more personable like a picture of you and your dog, supporting your favourite sports team or doing something you love with your family. The next step could be to incorporate some of that personality into your website profile and email signature too.
3. Create and share content that is engaging and reflects your personalityCreating engaging content has become a great tool for businesses to connect and communicate with their audience. Individuals within a sales team that go further and share what they like and care about are inviting prospects and customers to get to know them as a person, not just a salesperson.
This can be done by creating or sharing engaging blog posts, producing videos or sharing stories on social media about things they value.
If you can wear your passions on your sleeve, you may find your prospects and customers will relate to them a lot quicker than a sales pitch.
4. Incorporate different communication channelsBe creative, experiment and leverage on the communication channel that suits your customers best. Something different like a social media tag or a text message might be a great way to grab their attention. Alternatively, opt for something more intimate like a video call which can provide much better personal connections compared to standard phone calls or emails.
5. Request your prospect’s attention when it’s important
Holding your prospect’s full attention during an “inside” sales pitch is a rare commodity. So instead of coming across as overeager, try to identify the most important parts of your pitch and alert your prospect about it along the conversation. For example: “If you forget everything else I say today, just remember this one thing.”
From here you can build up the anticipation in a fun way and then reveal whatever spectacular deal you’ve prepared. This way you will ensure that you’ve got their full attention—at least for a moment.
Focus on the “person” half of “salesperson.”
As we step into the future of sales, it’s important we don’t forget the lessons that brought us here. The only way to thrive in the new sales environment is to keep reinventing the interpersonal side of sales. This is achieved by being relatable, being real and being you.
Predictable Success can examine your sales processes and deliver an accurate roadmap after determining where you’re on track and where you need a course correction. Predictable Success can provide a cost/benefit analysis and expert recommendations to improve your sales performance on every level.