Monthly Archives: October 2017

October 26th, 2017

Making Every Call Count: A Consultative Approach to Inside Sales

inside sales opportunity

Inside sales professionals have a constant focus on moving quality leads through the pipeline. By reaching out to contacts, they attempt to discover which ones have needs that fit within the scope of offered solutions. Those that qualify progress to the seller.

Inside sales sometimes known as telephone sales is a growing priority for businesses seeking a wider customer outreach through the cost-effectiveness and convenience of technology. However, inside selling cannot succeed on volume alone. More customer conversations will not move the needle unless the seller can adopt a consistent framework to yield value from each interaction.

Inside sales representatives must balance the rapid-fire style of inside sales with dialogue that connects with the customer. This connection is a crucial step lacking in most sales dialogues today, as seen by research from Gallup showing that less than half of customers believe that sellers adequately address their problems. However, a consultative approach offers a scalable framework for understanding customer needs within the structure of inside sales in three ways. First, through careful questioning balanced with insights; second, by eliciting feedback; and third, by practicing active listening.

In Richardson’s new white paper, Unlock the Potential of Inside Sales with a Consultative Approach, we look at how sellers use the consultative approach to turn volume into value. The white paper outlines:

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October 12th, 2017

How a 2017 Nobel Prize Winner Can Teach Sellers to “Nudge” the Sale

advance sale

Economic theories rely on the assumption that humans act as rational beings. Richard Thaler, professor of economics at the University of Chicago’s Booth School of Business, is changing this belief. “In order to do good economics, you have to keep in mind that people are human,” he remarks. The idea, elegant in its simplicity, earned him the Nobel Prize in Economics this year.

Traditionally, economists have argued that a person’s purchasing decisions are, overall, driven by logic. However, Thaler shows that this idea only explains ordinary, frequent purchases, like groceries. However, bigger, less-common decisions present us with new complexity revealing flaws in our decision making. The energy needed to tackle these decisions may explain why “people have a bias toward the status quo.”

However, overcoming this inertia requires leveraging enough influence to create what Thaler calls a “nudge.” Doing so is less complicated than one might think because, as Thaler explains, there are consistencies in the ways in which people exercise irrationality. For example, all people facing a decision are highly influenced by the way in which choices are presented. This phenomenon — called “framing” — is so common that Thaler uses the phrase “choice architect” to describe those who regularly influence others with framing. “If you are a doctor and must describe the alternative treatments available to a patient, you are a choice architect,” offers Thaler.

These findings matter in » Continue Reading.

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October 10th, 2017

Join Us For a Webinar: Negotiating With the Modern Buyer

negotiation webinar

Successful sellers are moving beyond the adversarial approach to negotiating. Winning the sale today requires a consultative style. In the end, the relationship between the buyer and seller strengthens winning the sale today and tomorrow.

On October 30th, Miriam Abbey, Richardson Senior Training Consultant will present a webinar on Winning the Sale without Thinning the Sale: Negotiating with the Modern Buyer, and we would like to extend an invitation for you to join us.

The webinar topics will include:

Strategies and countermeasures needed to control and guide negotiation and successfully shape the perception of value to increase deal size, reduce discounting, and attain a higher win/loss ratio How sellers can avoid resorting to concessions by using questioning that converts inflexible customer demands into needs How sellers can influence the customer’s receptiveness to the value of a solution with “priming,” which, in turn, maximizes the scope of the solution

The webinar will take place on October 30th at 1:00 p.m. EST. If you are interested in attending or think that your colleagues may be interested, you can register here.

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