If you have the opportunity to gather insider information that can help you to achieve your goals, why wouldn’t you? Assuming is a horrible business practice. Invalid and incomplete assumptions can lead you down an empty rabbit hole, and in the case of inside sales, away from closing a deal. Conduct the research, fill your customers wants and needs, and augment your sales by applying the sales prospecting tips in this article.
Management should research target audiences before salespeople jump on a call. The more information and understanding your callers have about your prospects and the daily issues that they face, the more they’ll be able to relate and dig deeper into specifics. Regularly scheduled training is an excellent way to provide sales representatives with the information discovered.
Here are four ways to find out more about your current and future customers:
1. Conduct Surveys – Survey your current clients. Ask questions about how their purchases have improved business, what were the major selling points. While you’re at it, ask for criticisms. The customers’ responses will be highly valuable in building your relationships with them, as well as with your prospective clients.
2. Review Industry Statistics – Industry research can reveal a lot about your customers. What other areas are they investing in? Are there any new trends affecting how they do business? How much are they spending on products like yours? Find out anything you can about driving factors in their companies and industries.
3. Ask your Salespeople – Meet with your sales team and ask for insights. They’re the ones calling on your prospects and working to understand them better to make the deal. Find out the questions and concerns your salespeople hear over and over again. Ask reps about the requests they receive, too.
Maybe clients want an app that pairs with your product or customers have voiced concerns about an online chat system. You may never know if you don’t ask. Are any of these concerns and requests that are falling through the cracks? Establish an open line of communication so your employees can easily share this type of information with you.
4. Consume Trade-Related Content – Staying up on current trends is vital in business. In addition to the newest technologies that can simplify your processes, you’ll learn about tools and problems your customers face, too. You may even find out what your competitors are doing. In addition to magazines, follow hashtags on social media to see what’s trending in real-time.
After researching, be sure to relay any new insights to your sales team. From there, ask them to familiarize themselves with the following sales prospecting tips.
These sales prospecting tips combined with the above research tactics will set your sales team up for success. Knowing exactly what your customer wants simplifies the selling process and saves time for everyone.
Publish Date: August 9, 2017 5:00 AM
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