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:

  • How to form a faster connection through the brevity of a value statement
  • Why building trust turns more interactions into better interactions
  • How sellers can use relevant insights keep customers from disengaging
  • The psychology behind the “framing effect” and how using it can help customers overcome inertia.

Click here to download the complimentary white paper. If you’d like to learn more about how to help your sales team elevate their inside sales skills, please contact Richardson at info@richardson.com or 215.940.9255.

About The Author: Richardson Sales Training

Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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