What does it mean to sell inbound?

Those who buy often have rather low expectations of a seller: selling inbound means overturning this prejudice.

It is possible to aim for the highest degree of customer satisfaction during the shopping experience: this occurs when the inbound sales process is aligned with the buyer and is based on knowledge of his behavior and the ability to help him.

What makes inbound selling different?

The sales technique is characterized by 3 characteristics:

1. it is USEFUL to build a relationship with the buyer based on trust and a sincere willingness to help (an attitude :)

2. it is CUSTOMIZED and builds a relationship based on knowledge of the context in which the buyer is moving

3. it is CUSTOMER-CENTRIC: it builds a relationship based on the centrality of buyer satisfaction.

How does the inbound seller behave?

He takes on a radically different role towards the buyer.

Inbound sellers build relationships and help people make better decisions.

• Counteracts the customer's distrust, bringing useful information at the right time.

• Transform your role into that of a consultant by bringing valuable knowledge to the conversation.

• Orient your organization at the service of those who buy.

These are the main questions that a prospect asks himself: "Can I help him?", "Does he need my help?" but above all ... "Do you want my help?"

Inbound sellers adapt their sales content to the specific needs of the people who shop.

• Try to get to know the prospect better and learn from their behaviors in order to offer them personalized answers.

• Use technology to acquire, share and exploit useful and contextual information about the buyer within your organization.

How do you recognize an organized sales team?

• When he knows how to identify behaviors that make it possible to recognize the best prospects.

• When he knows how to qualify them and act promptly to involve them.

Those who sell inbound transform the entire sales relationship by adapting it to the buyer's purchasing process.

• He is committed to actively listening to his needs and expectations.

• He takes on an informative and "educational" role, as a consultant and expert.

• It shares a "plan" that offers new opportunities and that understands its own solution if it responds effectively to the needs expressed.

• Address alternative products or solutions if these prove more appropriate.