Make prospects the protagonists of the sale

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The best way to accomplish this step is to ask potential customers to tell you about themselves. This type of conversation creates the opportunity to ask targeted questions and create added value to let the prospect know that your company cares about them.

So make it clear from the outset that this process is about helping the prospect better understand their challenges, so that – only later – your company can provide a concrete solution .

Learn how to make your sales processes more effective in the free ebook on inbound sales!

4. Tell stories where the prospect is the hero
People have a harder time remembering facts than stories. This is costa rica phone number database why it is important for the sales force to approach the potential customer using storytelling from the beginning to the end of the sale and beyond. Within these stories the prospect must be able to recognize himself as the main character, the hero.

inbound sales

Many companies make the mistake of telling stories in which they themselves are the protagonists, but this approach has proven to be poorly performing, if not a failure.

5. Make your sales process as streamlined as possible
Making the sales process smooth and frictionless is very important both to streamline the process itself and to increase the sense of security offered to potential customers.

A good starting point can be an analysis of the documentation requested by the sales force:

is it too much?
Does it contain a lot of technical terms?
Does it take time to be received, processed and returned by the customer?
To give an example: it has been found in several cases that a reduction in technical legal terms within contracts can lead to up to a 20% increase in closed sales.

[yadaysrdone]

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