Economics/Business

Outside sales techniques/inside sales/implementation

The external sales techniques used by your company must be carefully adopted so that the internal objectives of the sector are achieved in the best way. In this article we will provide you the outside sales techniques.

Any sale that takes place face-to-face, with the salesperson going to the customer, can be called outside selling.

Maybe you’ve heard another term that also refers to external sales: field sales. If you heard, know that both are the same thing.

This is when the rep meets face-to-face with potential customers.

It is quite common to still occur in B2B sales – even with the advancement of technology and the possibility of implementing inside sales .

We can quickly think of the so-called “atacarejos”, this neologism that means wholesale and retail.

Field sales are important for building a stronger, longer-term customer relationship.

However, to apply it, you have to know that the sales cycle and CAC will most likely be longer.

This is because the negotiation will take longer to occur due to the physical limitation of the contact.

Salespeople only sell in person and obviously have more than one customer to visit.

The cost will also be high. Put it in your account: expenses with food, travel, eventual reimbursements, accommodation, among others.

Adopting this model, be aware of one thing: your average ticket will need to be very high to give the profit margin your business needs to keep growing.

Inside Sales

Unlike field sales, inside sales have a shorter closing cycle. It is also possible to have a greater number of won opportunities.

That’s because the salesperson’s time dedicated to work will be exclusively for selling. You won’t waste time with any kind of logistics.

It is also important to clarify that external sales are not outbound sales . I mean, they can be, but not necessarily.

The latter is active customer prospecting – unlike inbound sales, where interested parties come to the company.

In the outbound model, you don’t necessarily have to sell out the door.

You can use technology such as VoIP telephony , emails, chat applications, virtual meetings, among many others.

So, you set up a video conference and demonstrate the product or service you want to sell.

With a well-defined schedule, a recurring schedule, the internal salesperson is able to bring better results faster than the external salesperson in practically all cases.

6 best outside sales techniques

And what would those techniques be? You can check it out in this post. Stay tuned!

1. Differentiation

In a highly competitive market, we have companies literally copying solutions from each other, aiming to gain market share. And, let’s face it, technology, products and services can be easily imitated.

So what really sets your company apart from the rest? What are the aspects of your business that no one can copy? What kind of value does your organization generate for the public?

By focusing on these differentiators, your sales team can be more successful in connecting with potential customers and driving them to a purchase decision. After all, everything else any company could provide.

2. Storytelling

Storytelling is a marketing strategy that consists of telling engaging stories to your audience. It can be used as an outside sales technique to engage your potential customers during the buying process.

In storytelling, you present a context, a problem and a solution, showing how your company contributed to the customer solving the issue.

By telling customer stories that have worked for your company, it’s easier to illustrate the benefits your organization can bring to other companies.

Adding testimonials to this type of content is another very effective sales technique as it is an authority argument, that is, a client recommending your work.

3. Consultative selling

Outside sales approach techniques have changed a lot in recent years. Before, it was common to have teams fully focused on presenting products and services and forcing sales at any cost.

However, the profile of consumers is no longer the same as it was ten years ago. Today, people want to understand not only the problem they face, but how they can best solve it. This is where consultative selling comes into play.

Salespeople act as business advisors. They learn about the potential customer’s market and analyze how the company’s solutions fit into that context. From this perspective, they start to guide the prospect on some essential issues so that he can take greater advantage of his acquisition.

Although it seems to be more work, this outside sales technique allows you to better qualify leads and work only with those who have the potential to become good customers.

In the long term, your company wins more sustainable contracts and keeps your customers satisfied with the products or services offered.

4. SNAP Selling

The SNAP outside sales technique is all about focusing on how people make decisions and positively influencing them along the way.

First, you need to get the prospect’s permission to contact them, right? The best way to do this is to provide it with relevant content that helps you in your daily life. When you get the first “yes”, don’t spend too much time. Request just 5 minutes of his time.

The next step is to bring about a change in thinking. How can your potential customer take advantage of the company’s solutions? What value does your company create for him? At this stage, it is essential to bring data and testimonials from other customers who have benefited from your products and services.

Finally, it is necessary to help the potential customer to decide. A good argument makes all the difference at this stage and demonstrates mastery over the commercialized solution.

It is necessary to outline exactly how your company can help and what kind of results the potential client can expect. No lies or half-truths.

5. Sandler Technique

This is one of the most important outside sales techniques to develop with a team. It consists of making your salespeople reliable sources of information for prospects and leads.

Focusing on the business impact of their solution, outside vendors explore three pillars: technical issues faced by the potential customer; the financial impact of these problems and the solution; and the buyer’s personal interest.

The idea is to show with data and facts how your company can change the current scenario and bring benefits to the future customer.

6. Sales Aikido

Have you ever thought about having a client who sells his solutions to himself? This is the central idea behind the Sales Aikido outside sales technique. The role of the salesperson, in this case, is to motivate the potential customer until he himself is convinced that he needs his solution.

It all starts with a good content strategy, focused on educating your audience about your company’s solutions. When the lead is qualified, it is up to the external sales team to identify what they know about your company, products and services.

Next, it is necessary to identify knowledge gaps, that is, what this potential customer does not yet know. From there, provide him with this information so that he has more inputs to make his decision.

Finally, your sales team can present the features and benefits that your company offers and that answer exactly what your future customer needs.

How to implement these outside sales techniques in your organization?

These 6 external sales techniques can be implemented in your company from personalized training for your sales team.

Start by defining which competencies each salesperson has and which ones they need to develop. To do so, invest in a performance review and professional development program.

The next step is to find the right way to promote staff training . Are there qualified professionals in the organization to provide this qualification or do you need to look for them outside? Remember that EAD (distance learning) offers dozens of possibilities for those who need to keep the team updated.

Having defined the way in which the training will be delivered, it is also essential to have specific objectives and goals to monitor the results of this action. Working with mentors can be a great idea during the period of adapting to new outside sales techniques. After all, everyone needs a little help to internalize new habits and strategies.

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