How will he meet her?
What path should potential customers take to move from awareness to purchase?
What percentage of people will move from awareness to purchase?
These answers pave the way to creating a scalable and predictable sales plan that allows you to plan with certainty and takes into account:
Key factor in sales strategies 1: Time
The most limited asset.
Every salesperson must constantly perform 3 activities:
Prospecting and prequalifying: Knocking on doors, sending emails, making cold calls to find a person who:
Need your solution.
Be willing to buy.
Have enough money to do it.
Be the one who makes the decision.
When a salesperson finds a potential client and prequalifies him/her, the next step is:
Presenting: It's not just about talking and talking, professional sales strategies require these 4 steps in the presentation:
To pave a common path.
Demonstrate that there is an opportunity.
Understand the current situation and problems very well (listening carefully).
Deliver a unique solution.
When this is successfully achieved, the last part of the sales process is something that happens naturally (I don't understand why there are so many books and trainings that focus on this only):
The sales closing: The moment when money comes into the company.
The most serious problem for every sales department is job function or professional person and industry email list that training, planning and preparation focus solely on presentation and closing, when more than 60% of a salesperson's time is spent prospecting.
The territory of no. The activity in which dreams are born and die with these common dialogues:
- Do you have 5 minutes to…?
- NO!
- Good afternoon sir, I'm calling from…
- NO!!!
- I'm speaking to Mr. González Andino Raúl…
- NOOOOO!!!!
Little by little, every day the sales force loses its self-esteem because companies do not focus on the most important step: finding good potential clients.
Key Factor in Sales Strategies 2: Probability
Selling is a statistics game:
You have to visit enough people for one to be the right fit.
They need to be introduced to enough people so that one is ready to buy.
With enough people ready to buy, a sale is made.
Measurement is everything. You need to be very clear about the percentage of people who will be part of a presentation and the percentage of those who will become clients.
A predictable sales model must consider these 2 factors and address that part that everyone ignores:
Prospecting and prequalification.
If a company delivers X number of prequalified prospects every month, each salesperson will be able to easily continue with their sales process, which is why:
Inbound Marketing is the main component of a scalable and predictable sales process
It allows salespeople to constantly receive pre-qualified prospects through an attraction - conversion - pre-qualification to close model with 5 key benefits:
1) Planning makes clear the steps to follow:
Inbound Marketing is based on attracting specific profiles and following a path to purchase, which allows it to be very effective.
2) Content attracts:
A good content strategy becomes an asset that attracts constant traffic. Each visitor is a potential client with whom a communication channel must be opened.
3) Conversion opens these communication channels:
The customer doesn't say they want to be contacted or want to buy, just that they have a level of interest that needs to be worked with.
4) The Inbound sales process closes the path to the sale:
It is necessary to work with each customer so that the final offer arrives at the right time, not before (when they are not yet ready to buy), not after (when they have bought from a competitor). Achieving this requires the sales force to go beyond:
Pressure, false flattery and sleazy closing methods are the worst enemies of the professional sales force.
All these points are developed by David Torres, Hubspot strategist for Latin America, in his training for the Inbound Academy in Quito, which you can access with your data and learn:
The 3 least effective methods of customer acquisition
The 3 moments when you need to position yourself in front of your potential clients (if you want them to buy from you)
The unique opportunity for your company to distinguish itself from its competition
A safe method to achieve perpetual marketing assets
3 steps to follow an Inbound Marketing program starting today
If after watching this video you need additional support or if you want to take the first steps to implement an Inbound sales system in your company, contact me and we will talk about it.
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