HubSpot Inbound Sales Cert (Introduction to Inbound Sales (Questions…
Introduction to Inbound Sales
Questions Salespeople Held Answers To
What is included?
How much does it cost?
How does it compare to other competitors?
Who is using the offering? Do they like it?
The power in the buying and selling has shifted from the seller to the buyer
Transformed buyer process
Inbound sales transforms sales to match the way people buy
Inbound sales teams base their entire sales strategy on the buyer rather than the seller
Inbound sales people personalise the sales experience to the buyers context
If the salesperson can not
beyond the information the buyer can find on their own, the buyer has no reason to engage with the salesperson.
The buyers journey
To understand this journey, ask yourself:
How do buyers describe their goals or challenges?
How do buyers educate themselves on these goals or challenges?
What are the consequences of inaction by the buyer?
Are there common misconceptions buyers have about addressing the goal or challenge?
How do buyers decide whether the goal or challenge should be
Buyers have a clearly defined goal or challenge, to understand this, ask yourself:
What categories of solutions do buyers investigate?
How do buyers educate themselves on the various categories?
How do buyers perceive the pros and cons of each category?
How do buyers decide which category is right for them?
The Sales Process
Understanding Buyer Context
The phase where you can learn how to best help your prospects.
Open you prospects eyes to a better world.
The right approach
It's all about helping the buyer and understanding their context.
Giving them clarity.
Right thing for the prospect
If someone else can help the prospect better than you. Send your prospect there. BE HONEST
DO THE RIGHT THING
It's all about learning
How can you solve the prospects journey?
Determine a fit and getting buy in for next steps
Determining it'll never be a fit
Determining it's not a fit right now
Recap what you learned from previous conversations
Set an agenda for the call
In order to set an agenda, recap what they shared with you
Focus on their challenges
People generally don't make changes unless they have a challenge that impedes their progress
Make a list of challenges I've solved most frequently
Practice Active Listening
Feed back the content and feeling of the prospects words
Confirm you heard the prospect clearly
Ask a relevant follow up question to further clarify your understanding of their situation
Connect challenges to goals
B2B products and services help a company do one of the following
Make more money
Understanding the prospects plans
Cover the past and the future
Are you open to new ways to solve your problems?
Understanding timeline and urgency
How long are you prepared to live with this challenge?
When do you need this done by? Give me a realistic timeframe
Discuss negative consequences
Consequences of zero implementation
If you don't achieve this goal what happens to the company? What happens to you? What happens to others?
How important is overcoming this challenge?
Discuss positive implications
What happens after we overcome these challenges? What happens to you? What happens to the company? What happens to your employees and team members?
They start to visualize what the benefits are
Who stands to gain the most when this plan works?
How have decisions like this been made in the past? Who needs to be involved?
Look at the budget from THEIR PERSPECTIVE, not yours.
Tailored presentations to buyers context
Adjust sales process to buyer's timeline
As an inbound salesperson, you serve as a translator
A presentation or demo
Recap your exploratory call
Suggest ways the prospect can achieve their goals and overcome their challenges
Confirm budget, decision making process, and timeline
Get buyer commitment