SELLING INBOUND: TRANSFORM YOUR REP'S INBOUND SELLING SKILLS [INBOUND 2014]
Transcript of SELLING INBOUND: TRANSFORM YOUR REP'S INBOUND SELLING SKILLS [INBOUND 2014]
#INBOUND14
Selling Inbound: Transform Your Reps Inbound Selling Skills
@andrewtquinnDirector – Training and DevelopmentHubSpot
o the sales environment
o selling from an Inbound stance
o beginning with the end in mind
o building a repeatable system
o measuring success
what we’re going to cover…
#INBOUND14
• learn on their own
• figure out requirement sets on their own
• decide the “top 3” on their own
customers now…
#INBOUND14
where are my customers learning?
are my sales people actively teaching there?
do my sales people know how to teach?
ask yourself
#INBOUND14
learn define needs assess options make decision
how can we get our sales peopleto sell where needs are initially defined?
how can we get our sales peopleto teach where customers learn?
shapingdemand
reacting todemand
today’s starperformers
your buyer’s Journey
source: sales executive council research
#INBOUND14
develop deep understanding of your customer’s business
disrupt their point of view; challenge their assumptions
teach them how to move forward
prescribe the action step
close them on the way forward
here’s how…
#INBOUND14
build back their confidence with a new way to solve
what’s now ‘known’
negative
neutral
positive
cust
omer
’s e
mot
iona
l per
spec
tive
customer’s state of mind
“warmer”building credibility by getting inside their head; demonstrating empathy
“reframe”the first reframe of an unrecognized problem, need or assumption
“rational drowning”
the gradual intensification of the problem, both in degree and closeness to the customer
source: sales executive council research
“emotional impact”humanizing the problem; deconstructing it’s presence and impact on the individual’s workflow
“a new way forward”
The new framework for addressing the problem which is tied to your value proposition
“solution map”the map of services or solutions linked back to key teaching points highlighting the implementation path
intrigued drowning involved relieved
commercial teaching model
disrupt their point of view; introduce the ‘unknown’
break down the problem(s)
behind the ‘unknown’
#INBOUND14
What problems do you solve?
Which of those does your prospect not realize they have?
What questions need to be asked so your prospect begins to ‘know the unknown’ problem?
What knowledge and insight do you possess to help the prospect ‘know the unknown’?
What knowledge and insight do you possess to frame a new way forward?
What value points do you demonstrate to show your product or service is the way forward?
questions to answer
#INBOUND14
new hire project
knowledge test
certification scorecards
ramp time to productivity
demonstrated ability to execute
how you know it’s working…
#INBOUND14
understand your true selling environment
use teaching to disrupt your prospect’s point of view
begin with the end in mind
design your repeatable system with LPAR
measure your success
keys to success…