6 Inside Sales Mistakes to Avoid - Televerde - ContactCenterWorld.com Blog
The demand for inside sales services is growing rapidly, as businesses need an effective, flexible sales team to remain competitive. Whether you are building your team internally or using outsourced inside sales, it is important to know the common mistakes and how to avoid them. Check out our list to keep your team from hindering your bottom line with these easily avoidable inside sales mishaps.
Mistake #1: You blew the first impression
According to Business Insider, you have 7 seconds to make a good first impression, which can be more challenging over the phone than in person. You will be judged based on your voice, tone, phone etiquette, and, obviously, what you have to say. This means you need to be able to speak confidently, stay focused, have a plan, and make a powerful opening statement. If you make a poor first impression, it will be much harder to recover and progress with the deal.
Mistake #2: You’re talking, not listening
Talking too much is one of the most common mistakes inside sales reps make. Reps call a prospect and launch into a description of their product and value propositions, without listening to the prospect or understanding what they need or want. Finding out exactly what your customer is looking for, and more importantly what their objectives are, allows you to offer relevant solutions and resolve any pushback. Get the customer talking and they will tell you what they need—it’s that simple.
Mistake #3: You’re not being optimistic
According to psychologist Shawn Achor, 75% of success at work is predicted in part by optimism levels. If you don’t believe you will make a sale, you likely won’t. Managers should help instill confidence and optimism in sales reps and create a healthy team environment. Additionally, companies need to hire motivated and dedicated employees.
Mistake #4: You’re going after the wrong people
Identifying the prospects you want is certainly an important part of inside sales, but so is identifying the prospects you don’t want. If your prospect doesn’t have the budget, isn’t the right size, isn’t ready to purchase, or isn’t engaging with your content, you should probably move on. Using marketing automation technology to qualify and nurture leads is hugely important. The expertise needed in this area is why many companies are turning to marketing automation specialists to fully integrate campaigns across multiple channels and ensure the right leads are sent to sales at the right time.
Mistake #5: You didn’t follow-up
80% of sales require 5 follow-up calls, but 44% of salespeople give up after only one follow-up (Marketing Donut). There is no excuse for losing out on business because you didn’t take the time to call a second (third, or fourth) time. However, just like the initial call, a follow-up can go over well or poorly. When you follow-up with a prospect, be sure to remind he or she of why your previous conversation was important. Don’t assume they will recall your conversation easily. You need to remember details about what the prospect said and what the prospect wants to add value to the next call.
Mistake #6: You overpromised and under delivered
This mistake is the worst offender on our list and is often made in attempt to close a challenging deal. While it can be tempting to promise customers whatever they ask for, not delivering these promises will result in disaster. The situation will leave your company’s reputation tarnished and the customer disappointed. Instead, you should be honest about your limitations and offer solutions within your capacity. This will be valuable to your company in the long run because your customers will have clear expectations and you won’t be struggling to provide services out of scope.
How has your company successfully dealt with inside sales mistakes? Let us know by commenting on our LinkedIn page or tweeting @televerde. For more information about our inside sales services, contact us!
Publish Date: January 18, 2016 5:00 AM
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