Jul 11, 20218:46 PM - edited Aug 12, 202110:39 AM
HubSpot Employee
What makes inbound sales different?
Inbound sales transforms sales to match the way people buy. It's all about meeting prospects where they are and helping them move toward a purchasing decision. Is this different from the way you're used to approaching sales, or have you been doing sales in this way but calling it something else? Leave your thoughts in the comments about how inbound sales is similar to or different from the way you've been doing sales.
Inbound sales involves asking a potential buyer questions to find out what stage in the customer 's journey they're currently at and then helping them with resources to continue smoothly along the journey.
Some questions to ask potential buyers:
1. Awareness of problem
- what would you say is your main goal?
-what challenges are you facing in meeting your goal?
- what resources have you used so far to help you understand your goal and the challenges?
-what could happen if you do not take any action to solve the challenges?
- How do you determine if this goal is a priority for you?
Personally I think that inbound sales is the logical reaction to how the power dynamic has shifted between those selling and those doing the buying a consequence mostly of the evolution of technology and the web. That is not a bad thing as likely an unexpected outcome has been a general increase in the quality of interactions between buyers and sellers plus the likelihood that buyers enjoyed in general better success and outcomes with their buy decisions. Technology and the net changed the way people could buy and so necessitated a change in the way people sell. Loved the video's in the first section, thanks!
In bound sales a modern method of selling a product or services. It is customer centric and tries to solve customer's problems with tailored solutions.
I THINK IT IS A PROCESS OF MODERN SALES WHERE YOU FOLLOW CERTAIN STEPS TO GET BUYERS TRUST
WITH THE HELP OF RIGHT INFORMATION AND MODERN TOOLS
IN THE END THE THING IS THE WORLD IS EVOLVING SO THE BUYERS ARE GETTING ALL THE INFORMATION SO IN ORDER TO CREATE A SUCCESSFUL BUSINESS SALES PERSONS NEED A TO EVOLVE AS WELL WITH THE ADAPTIVE MINDSET (INBOUND SALES)
Inbound sales is the modern way of practicing sales. It introduces a new strategy of being able to win the trust of customers while simultaneously helping them solve their problems. It allows the salesperson to connect with the prospect and help them in their journey of finding a solution tailored to their needs and transform them into a client/customer of the company.
Inbound sales is all about presenting yourself to the clients in such a way that they can have trust in your words. As there is no physical meetings, your voice is the factor which does it so keep modulating it according to the situation.
What makes inbound sale different is that you are not only educating and introducing the products or services to your prospect both making the journey of buying easily understood and why is important and necessary at the same time for their use. You will also hold them by the hand through the journey to achieve customer service and satisfaction.
Many times we do the same idea and the same sales method, but in fact, when the relationship is very strong with the customer, sales rise from selling a product to providing sales advice, which is what are the most important features in the product that I own and what is the maximum benefit that the customer can get from my product, and therefore it is A very elegant way of dealing with customers
What makes inbound sales different is the educational aspect to them. Instead of bombarding the buyer with reasons why they should buy your product, you rather educate them about the features your product or service will offer the buyer to solve their current challenge.
In our line of work, inbound sales is about knowing the customer's needs and anticipating their challenges so that you can guide them, provide a solution for them, showing the options available and finally help them move forward and take actions by choosing which solutions to use for their business.
It's great to hear that you're embracing this modern approach to sales! This method, which focuses on understanding and addressing the buyer's challenges and goals, feels much more realistic and aligned with today's customer-centric market. Unlike traditional sales techniques that often push products onto customers, this approach fosters trust and builds relationships by genuinely helping buyers solve their problems. It's a refreshing and effective way to connect with clients and create lasting value
Inbound sales differ from traditional sales by focusing on attracting and engaging customers through valuable, educational content and personalized interactions. Instead of pushing products, inbound sales representatives prioritize understanding and solving the buyer's unique needs and challenges, creating a customer-centric experience. This approach relies heavily on the synergy between sales and inbound marketing strategies, utilizing content such as blogs, webinars, and social media to draw in potential customers who are already interested in the solutions offered.
I thought about this in the context of my old job selling underwear at Calvin Klein:
*Inbound sales*
Girl walks in and browses the underwear section, unsure of what (or what not) to buy. I say hello, offer to help, then ask her a few questions and find that she experiences discomfort because her current underwear doesn't absorb moisture well. I then walk her to our underwear range that's made with materials to alleviate this pain. I help her pick out the ones she likes which she then happily buys.
*Other sales*
Girl's boyfriend got dragged into the store and is roaming around bored out of his mind. I tell him that men's accessories are 70% off and that I think this belt looks cool. He probably has enough belts at home already, but he buys this belt anyway hoping that this particular one will make him look cool in front of his girlfriend (plus he's getting a good deal out of it). Whether it indeed makes him look cool is subjective, and his girlfriend may or may not care whether he looks cool.
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