It
is frustrating to see how poorly some inside sales reps are equipped to
succeed. They are thrown into a phone bank with little training. They learn
about the products and services they are supposed to sell but have little help
with how to communicate effectively with the customer on the other end of the
line.
Here
are 4 tools inside sales training experts say reps should have in their
communication tool kit:
- Ability to truly uncover and understand the customer’s problem. Not until the problem is well understood can the rep begin to offer insightful and relevant solutions the customer will welcome.
- Ability to propose solutions that fit. Reps need to fit the solution to the pain the customer is facing and do it without an irrelevant list of features.
- Ability to project sincere interest. Reps who rely on hackneyed scripts sound insincere and quickly lose the customer’s trust. Be curious, be helpful and focus on helping your client to succeed.
- Ability to describe real value. Typically reps avoid discussing cost. But when they can describe the cost of NOT buying their solution, they attach a dollar figure to how much the solution will save the customer…a very effective selling point. Be able to effectively calculate and articulate costs and value from the customer’s perspective.
