By reading this far, you should have understood that it is crucial to be close to customers and earn their trust. Then, what steps can we take to carry out sales that can earn trust?
Understand what your customers are doing right now: We will research in advance with website visit history, inquiries from prospective customers, marketers, and inside sales personnel if inside sales are tele-appointing. Determine where the prospect is in the figure above and consider what suggestions are appropriate.
Interact as a counsellor or advisor: Instead of “selling”, the first thing to think about is building trust with prospects and supporting them. We propose products and services as solutions to the problems and problems faced by prospective customers.
In addition to communicating specialized knowledge in an easy-to-understand manner, we will devise proposal methods according to prospective customers’ interests and needs.
Comprehensive customer information management: It is rare for many companies, especially BtoB companies, to complete their business by themselves. An increasing number of organizations have a division of labour system. Marketing departments provide valuable information through websites, inside sales seize opportunities for business negotiations, and field sales conduct sales. Customer information should be collected in one place in a system such as CRM so that any member can check the customer’s behaviour history and negotiation status.
Suppose you devote yourself to providing value to prospective customers. In that case, you can naturally become a top business: The work styles and skills of many of the top salespeople who are active in each company are nothing special. As a result of understanding and thoroughly understanding the essence of sales, such as listening to prospective customers, working sincerely to solve problems, having specialized knowledge about products and services, and communicating it in an easy-to-understand manner, results are achieved. It should be.
There may be many people who want to improve their own sales performance and end up with a strong sales style, but that’s the end of the story.