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Topics Covered: <a href='/resources/search/?query=Sales Management'>Sales Management</a> | <a href='/resources/search/?query=sales techiniques'>sales techiniques</a> | <a href='/resources/search/?query=Sales process'>Sales process</a> | <a href='/resources/search/?query=sales advice'>sales advice</a>
Sales Leadership
Jul 21, 2016 | Rhys Metler, SalesForce Search lock
Traditional sales is dead, and with it, so are traditional sales tactics. The metamorphosis of the new buyer behaviour has completely changed the sales landscape. Your sales team can no longer continue to use old tried-and-true selling techniques because they just aren’t working like they used to. You must bring your sales team out of the past and into the present. You must help them adopt these five inbound selling techniques that will successfully allow them to sell to today’s new customers.

1. Warm Calls
If your sales team is still in charge of prospecting, then you need to move your reps away from cold calling by helping them to warm up prospects before they contact them.

Cold calling isn’t effective—only approximately 2% of these calls lead to an appointment. Why? Largely because decision makers don’t want to waste their time speaking to strangers. So your sales people need to break down this barrier by getting leads familiar with their names and affiliations before they call. Your reps can first get introduced by a shared connection on LinkedIn, comment on the lead’s most recent blog post, or share or like a status update on social media, for example. By taking the time to warm up leads before making the initial contact, your sales people can increase their chances of getting a warmer reception.

2. Social Selling
Social selling is at the heart of inbound sales—and your sales people must embrace it. Your sales team shouldn’t be banned from social media during work hours, in fact they should be encouraged to use sites like LinkedIn, Twitter, and Facebook to interact with their prospects on a daily basis, to answer their questions, to provide them with valuable information, and to take part in online conversations.

With social selling, your sales team can effectively nurture leads, build trust and credibility, and create top-of-mind awareness, all which will help them make more sales by guiding prospects towards the right purchasing decisions.

3. Selling Solutions
Don’t let your sales team sell your products or services. Instead, help them to sell solutions instead. Solution selling is a sales methodology where sales people focus on the customer’s pain points, needs, and desires and on addressing their issues with their offerings, rather than just promoting existing products or services. Your sales people should be offering answers to a problem. Ditch the one-size-fits-all sales pitches in your sales organization and promote an environment where your sales people offer personalized solutions to buyers.

4. Thought Leadership
Encourage the members of your sales team to post on social media, to write a blog, to speak at conferences, and to create webinars and podcasts. These activities aren’t a waste of time—they promote thought leadership, which is one the most effective selling techniques your organization can use.

When your sales people share their knowledge, expertise, and experience and take the time to educate buyers, they can establish their credibility, which is the crucial character trait that most sales reps lack.

5. Consulting
Most people don’t trust sales people. They think they’re dishonest. They think they have no integrity. They think that they’re only after the sale and their commission cheque. Your sales team needs to combat this stereotype. Your reps can do this by taking on a consultative approach to selling. Instead of focusing on the sale, they need to focus on helping their prospects reach purchasing decisions. They should be offering expert advice, providing honest recommendations, and sharing information that the prospects will value. When your sales people move to a consultative role, they’ll allow the customers to stay in control of the sales process, which will increase their chances of making sales.

Help your sales people ditch their old-school selling techniques and adopt these five more effective inbound selling techniques today.

About the Author: 
Rhys-MetlerRhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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