Selling online should be no different than selling in person. Once a customer is connected with a sales consultant, it becomes about engaging in a conversation around the product in question. In person, the two parties see each other and observe facial expressions and body language. Often in these situations the customer and the seller develop a trusting relationship (especially when the seller provides guidance/expertise). On the web, the communication experience between a customer and sales consultant can not only come close to an in-person sale but with video, real-time analytic and custom toolsets, it can actually exceed the traditional experience.
Lets break down the online sales process into 5 steps:
1. Get in the sales mindset
This is the most important step of all as it is the gateway to the other steps. What does the sales mindset look like? It combines excitement and perseverance. You have to be convinced of our products value while remaining undeterred if you fail to convince somebody of this notion. The second element of the sales mindset is a bit trickier because nobody likes rejection. However, the remedy is preparation for the common the objections and the ability to disqualify a prospect with an emphatic “Next!”.
2. Pick the right prospect
In a brick and mortar store sales consultants can observe customers browsing around and approach those with potential high value. Online this can be turbocharged- sellers can use their sales platforms to not only see what potential customers are looking at but they are also able to get tons of analytical data in real-time to determine exactly which customers they should be approaching. By using this information to target the right customers the number of acceptances will be higher & the sales consultant will only be engaging with the highest-value customers (while routing the lower value customer inquires to the customer service department)
3. Increase your communication level
Face-to-face sales consultations have the highest success rates. Studies say that body language accounts for over 80% of communication, so its pretty clear that the more interactive and high-touch the communication with a prospective client the more likely they are to purchase. Some studies state that a verbal sales conversation is 10X more likely to convert than a non-verbal one. While there are fewer statistics about the success of video chat for sales, common sense says that video will be even higher than only audio. On an actionable level, if you’re speaking to a prospective client using text chat it is worth an effort to try to “upgrade” the communication to video or audio chat.
4. Engage your customer (leverage your assets)
One of our investors at SaleMove told us “marketing is air coverage and sales is infantry… the infantry will never say no to more air coverage”. This insight makes a lot of sense because your sales consultants have to be able to leverage content to make the sale. The content that your marketing team creates starts with the website. Websites are becoming more dynamic and informative than ever. However, it is still the job of your sales consultant to leverage your website and use it as a powerful sales and prospecting tool.
5. Close, close, close
Once a sales consultant is engaged with a customer their goal (or next step) must be clear. Their job is not done until this goal is reached. It may take additional follow-up or a seller may be able to close a prospective customer right on the spot. But one thing is clear, they must continuously move the customer down the sales funnel. Most of the time the next steps depend on the type of business, but until the check clears (and even after) there is always a next step.
Conclusion
Brick and mortar stores have been successfully selling face-to-face for hundreds of years. Only recently has it become possible to replicate and even exceed the physical sales experience. Sales consultants going into the inbound sales age will be able to bridge the gap in moving their sales experience online by utilizing the best sales platforms that exist. However, keep in mind, great tools and sales platforms can bring you more customers and or connect with customers in new high-touch engaging way but it is still up to the sales consultant to close the sale!
http://salemove.com/
Lets break down the online sales process into 5 steps:
1. Get in the sales mindset
This is the most important step of all as it is the gateway to the other steps. What does the sales mindset look like? It combines excitement and perseverance. You have to be convinced of our products value while remaining undeterred if you fail to convince somebody of this notion. The second element of the sales mindset is a bit trickier because nobody likes rejection. However, the remedy is preparation for the common the objections and the ability to disqualify a prospect with an emphatic “Next!”.
2. Pick the right prospect
In a brick and mortar store sales consultants can observe customers browsing around and approach those with potential high value. Online this can be turbocharged- sellers can use their sales platforms to not only see what potential customers are looking at but they are also able to get tons of analytical data in real-time to determine exactly which customers they should be approaching. By using this information to target the right customers the number of acceptances will be higher & the sales consultant will only be engaging with the highest-value customers (while routing the lower value customer inquires to the customer service department)
3. Increase your communication level
Face-to-face sales consultations have the highest success rates. Studies say that body language accounts for over 80% of communication, so its pretty clear that the more interactive and high-touch the communication with a prospective client the more likely they are to purchase. Some studies state that a verbal sales conversation is 10X more likely to convert than a non-verbal one. While there are fewer statistics about the success of video chat for sales, common sense says that video will be even higher than only audio. On an actionable level, if you’re speaking to a prospective client using text chat it is worth an effort to try to “upgrade” the communication to video or audio chat.
4. Engage your customer (leverage your assets)
One of our investors at SaleMove told us “marketing is air coverage and sales is infantry… the infantry will never say no to more air coverage”. This insight makes a lot of sense because your sales consultants have to be able to leverage content to make the sale. The content that your marketing team creates starts with the website. Websites are becoming more dynamic and informative than ever. However, it is still the job of your sales consultant to leverage your website and use it as a powerful sales and prospecting tool.
5. Close, close, close
Once a sales consultant is engaged with a customer their goal (or next step) must be clear. Their job is not done until this goal is reached. It may take additional follow-up or a seller may be able to close a prospective customer right on the spot. But one thing is clear, they must continuously move the customer down the sales funnel. Most of the time the next steps depend on the type of business, but until the check clears (and even after) there is always a next step.
Conclusion
Brick and mortar stores have been successfully selling face-to-face for hundreds of years. Only recently has it become possible to replicate and even exceed the physical sales experience. Sales consultants going into the inbound sales age will be able to bridge the gap in moving their sales experience online by utilizing the best sales platforms that exist. However, keep in mind, great tools and sales platforms can bring you more customers and or connect with customers in new high-touch engaging way but it is still up to the sales consultant to close the sale!
http://salemove.com/
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