Components of Our Sales Philosophy

March 14, 2016

To ensure that our team members at InsideOut succeed on personal and collaborative levels, we have pledged to develop a company philosophy, or a company best practice playbook, together. In our final panel of this series, lead by our Accelerator Joe Shea, we revisited the previous 6 topics to establish a cohesive philosophy, together.


OVERCOMING SALES OBSTACLES

Establish who is selling to who: take command of the conversation by

  • Pinpointing the customer’s exact needs to frame a customized offer
  • Determining the most convenient time for the customer to speak with you
  • Moving on – sometimes a customer just won’t bite

Navigate the gatekeeper: get to the decision maker by

  • Politely asking for a key: engage in a conversation that assures the gatekeeper that you are here to support his or her needs
  • Simply jumping the fence: call at a time the gatekeeper is not around

Capturing attention with an email subject: increase engagement with our Accelerators’ 3 favorite lines

  • *Voicemail_01/18/16, a subject line that appears to look as if it was automatically generated
  • I trust that your all set…, the break up subject line is a great way to engage your customer at the last touch
  • Thank You: Info for Webinar, take a proactive approach when sending out single event details

AVOIDING FAILURE

Preparation plays a key role in determining whether or not, as a sales professional, you will overcome hardship, you will avoid failure, and you will achieve success. Through evaluating the many different approaches to preparation, we have established the following top 5 tips to ensuring success:

  1. PLAN your day from start to finish, with numeric goals
  2. SEGMENT your day, with specific tasks scheduled for specific times
  3. Make NOTES throughout each prospect to customer journey
  4. ORGANIZE thoughts, appointments, and next actions on a physical or virtual calendar
  5. Always ANTICIPATE what will happen next in your day

ESTABLISHING SCALABILITY

In order to accomplish the seamless growth in an ecosystem, or scalability, there are four key components that must be identified:

  1. Predicament: find a common issue that unites and motivates the team
  2. Clear Purpose: set a define mission to cooperatively master
  3. Opposition: recognize your opposition and face your challengers head on
  4. Shared Win: help each other succeed to optimize growth

CREATING SITUATIONAL STICKINESS

Situational stickiness as an instance in which customers openly discuss at length their difficulties to achieving satisfaction within their organization – their implied needs.

Utilize these four steps to accomplish this stickiness:

  1. Find the Right Question: at its core, this question addresses the pain the customer is experiencing
  2. Shut Up: allow the customer to discuss his or her successes, failures, goals, and pains
  3. Listen: take notes and allow the customer to speak for as long as he or she is comfortable
  4. Follow Up: if necessary, ask any additional questions that allow you to provide the best solution

IDENTIFYING NEEDS

Determine difficulties, and dissatisfactions in areas where your products or services can help through the following 4 types of problem questions:

  1. WHO, “Who typically has to deal with the problem when you run out of storage?”
  2. WHAT, “What are the difficulties you experience with your present system?”
  3. WHEN, “When you add new users to your CRM, is it expensive?”
  4. HOW, “How many leads do you lose a month using your manual process?”

Develop a question in each of these categories prior to a call, so you are prepared to make the most of your opportunity. Organizational planning relative to problem questions is a huge factor behind the direct relationship of problem questions to sales success.


TOEING THE LINE

Though a series of questions can gather the necessary information required to help your customer buy, this feat must be tackled with extreme focus and flexibility. At InsideOut, our sales professionals find a healthy balance between inquiring and listening using the following diagram:

Sales Pendulum

95% of the time, the sweet spot is when the customer says, “That sounds good.” This statement opens up the dialogue for an upfront contract, another meeting, etc., and when navigated properly, will end in a close. If you are not listening carefully, you may miss this statement, continuing your inquiry. In these scenarios, the customer will not trust you as an authority, and you will lose the sale.


In Plato and Aristotle’s world…philosophy was something people did together. You talked, you listened, you argued, you agreed. You tried to see things from your friend’s point of view. You tried to live up to your teacher’s example. You pushed your friends when their efforts slackened, and they pushed you. -Eric Greitens, Resilience

Thanks for following along as we have grown together through this series.