One of the main objectives of any business is to sell its products or services, something that is not always an easy task, depending on the economic scenario and the performance of the competition. This is where internal sales or inside sales (from within the company) come in, as an efficient sales model capable of enhancing the profitability of the business. However, just structuring an internal sales team is not enough to achieve these results. To ensure more business generated, with high conversion rates, it is necessary that all sales management is focused on results. If your commercial team has a well-established culture of high productivity, it sells more. In a service structure based on the inside sales model , focused on results, some actions are necessary.
These are the tips that you will see throughout
this text for internal sales where commercial managers will be shown the best ways to assemble an internal sales team focused on results, eager to overcome the competition. First of all: inside selling is not telemarketing Many people are confused, but internal sales and telemarketing are different activities within the sales team. While telemarketing VP Design Officers Email Lists works with closed scripts , a standardized approach and a prior list of customers, internal sales works with varied channels, personalized service and a segmented public. Generally, the focus of inside sales is on consultative and complex sales , made from leads generated via inbound (attraction) or outbound (prospecting). Today, thanks to the internet and its tools, it is possible to make contact with the client more comfortable, with remote meetings and presentations, without the need for face-to-face visits – which does not mean that they do not happen eventually.
The professionals act as consultants understanding
The pains of the client, to serve him in a customized way. The adoption of sales scripts is a good tip for the inside sales team . This is a great consultation resource, which helps the consultancy when presenting the product or service in a more complete and accurate way. Unlike the script adopted by telemarketing , the one used in internal sales is not so “closed”, allowing greater flexibility in use. There are techniques that must be used, in this case EC Lists give quality to the conversation at all levels, from the first contact to the closing . It is important to emphasize that the sales pitch must be adapted from prospecting/pre-sales, so that the script used is not the same as the sales script at the time of negotiation.