SELLING INBOUND: TRANSFORM YOUR REP'S INBOUND SELLING SKILLS [INBOUND 2014]
5 likes1,995 views
The document outlines strategies for enhancing inbound selling skills, emphasizing the importance of understanding the customer's journey and teaching them to identify their needs. It suggests creating a repeatable system to reinforce learning, practice, and application, while focusing on teaching to disrupt existing point of views. Success measurement through various metrics is discussed to ensure sales effectiveness.
SELLING INBOUND: TRANSFORM YOUR REP'S INBOUND SELLING SKILLS [INBOUND 2014]
- 1. #INBOUND14 Selling Inbound: Transform Your Reps Inbound Selling Skills @andrewtquinn Director –Training and Development HubSpot
- 2. Don’t judge a book by it’s cover… @andrewtquinn AndrewQUINN
- 3. o the sales environment o selling from an Inbound stance o beginning with the end in mind o building a repeatable system o measuring success what we’re going to cover…
- 4. #INBOUND14 the sales environment
- 5. #INBOUND14 the deal the deal the deal the deal the deal
- 6. #INBOUND14 “Didn’t think you’d be competing with me did you.”
- 7. #INBOUND14 • learn on their own • figure out requirement sets on their own • decide the “top 3” on their own customers now…
- 8. #INBOUND14
- 9. #INBOUND14 customers need to be “untaught”
- 10. #INBOUND14 this raises some questions…
- 11. #INBOUND14 where are my customers learning? are my sales people actively teaching there? do my sales people know how to teach? ask yourself
- 12. #INBOUND14 selling from an inbound stance
- 13. #INBOUND14 learn define needs assess options make decision how can we get our sales people to sell where needs are initially defined? how can we get our sales people to teach where customers learn? shaping demand reacting to demand today’s star performers your buyer’s Journey source: sales executive council research
- 14. #INBOUND14 fishing where the fish are
- 15. #INBOUND14 develop deep understanding of your customer’s business disrupt their point of view; challenge their assumptions teach them how to move forward prescribe the action step close them on the way forward here’s how…
- 16. #INBOUND14 prioritize upfront qualification and understanding; not solutions
- 17. #INBOUND14
- 18. #INBOUND14 beginning with the end in mind
- 19. #INBOUND14 what should a successful sales person’s connection be within the buyer’s journey?
- 20. #INBOUND14 source: sales executive council research
- 21. #INBOUND14 build back their confidence with a new way to solve what’s now ‘known’ negative neutral positive customer’s emotional perspective customer’s state of mind “warmer” building credibility by getting inside their head; demonstrating empathy “reframe” the first reframe of an unrecognized problem, need or assumption “rational drowning” the gradual intensification of the problem, both in degree and closeness to the customer source: sales executive council research “emotional impact” humanizing the problem; deconstructing it’s presence and impact on the individual’s workflow “a new way forward” The new framework for addressing the problem which is tied to your value proposition “solution map” the map of services or solutions linked back to key teaching points highlighting the implementation path intrigued drowning involved relieved commercial teaching model disrupt their point of view; introduce the ‘unknown’ break down the problem(s) behind the ‘unknown’
- 22. #INBOUND14 What problems do you solve? Which of those does your prospect not realize they have? What questions need to be asked so your prospect begins to ‘know the unknown’ problem? What knowledge and insight do you possess to help the prospect ‘know the unknown’? What knowledge and insight do you possess to frame a new way forward? What value points do you demonstrate to show your product or service is theway forward? questions to answer
- 23. #INBOUND14 building a repeatable system
- 24. #INBOUND14 Learn Practice Apply Reinforce
- 25. #INBOUND14 learn
- 26. #INBOUND14 playbooks & scripts; well documented, easy to follow processes and procedures
- 27. #INBOUND14
- 29. #INBOUND14 projects, exercises and role plays
- 30. #INBOUND14
- 31. #INBOUND14
- 32. #INBOUND14 apply
- 33. #INBOUND14 “Do or do not. There is no try.” Yoda
- 35. #INBOUND14
- 36. #INBOUND14
- 38. #INBOUND14 new hire project knowledge test certification scorecards ramp time to productivity demonstrated ability to execute how you know it’s working…
- 39. #INBOUND14 pulling it all together
- 40. #INBOUND14 understand your true selling environment use teaching to disrupt your prospect’s point of view begin with the end in mind design your repeatable system with LPAR measure your success keys to success…