KILLS TO BECOME THE INSIDE ALES NINJAS

BUSINESSMOJOSWe Believe, Business Never Sleeps

BUSINESSMOJOSWe Believe, Business Never Sleeps

A recent study by Forbes found that over the past three

years, inside sales has grown at a fifteen times higher rate

(7.5% VS 5% annually) over outside sales, generating about

800,000 new jobs.

Given the above statistic one can fathom the popularity of

the inside sales representative job. With the number of

inside sales reps coming into the industry today, a few skills

to become the Inside Sales Ninja will help out-beat the

competition.

VS.$7.5%

INSIDE SALES OUTSIDE SALES

5%

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BUSINESSMOJOSWe Believe, Business Never Sleeps

An inside sales person is expected to know his product or service

from A-Z. They should be able to explain in detail how each

product works, how it is beneficial to the customer and what

business value it offers. Therefore, product training is the very first

thing to be taught to new reps. Product knowledge will be the crux

in formulating a powerful sales pitch.

PRODUCT KNOWLEDGE:2

BUSINESSMOJOSWe Believe, Business Never Sleeps

Inside Sales reps fall short in front of outside sales rep in one main

regard: meeting prospects face to face. A proficient way to build

rapport with the prospect over a call, is by performing a thorough

research on him or her prior to the call. Investing enough time on

researching about a prospect will give you an edge in the

conversation.

RAPPORT BUILDING ON THE CALL:3

BUSINESSMOJOSWe Believe, Business Never Sleeps

COMMUNICATION:

For an Inside Sales rep; tone of voice, volume, pace of speech and

personality is very important. Therefore, how you speak matters

more than what you speak. From the opening pitch up to the

closing statement, a uniformity must be maintained. According to a

recent study, 7% of communication relies on content of what is

spoken, whereas 38% of communication is about other aspects

such as tonality, etc

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BUSINESSMOJOSWe Believe, Business Never Sleeps

ACTIVE LISTENING:

The reps, in a haste of providing product knowledge end up only

speaking and not giving the prospect a chance to talk about their

pain points. According to International Listening Association, more

than 35 studies indicate that listening is the top skill needed in

business. 

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BUSINESSMOJOSWe Believe, Business Never Sleeps

MULTITASKING:

Being an inside sales rep there is no road to success if you cannot

multi task. It may take time, training and a couple of mismanaged

tasks to get used to multi-tasking efficiently but it is an equally

rewarding skill. Only 33% of inside sales rep’s time is spent actively

selling, the rest goes into all other activities. No wonder inside

sales reps are known to be ninjas!

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BUSINESSMOJOSWe Believe, Business Never Sleeps

DEMO SKILLS:

Demo Skills is where all the research and product knowledge is put

to test. A well-presented demo can lead to closing of deals 10 times

more. Positive emotional connection is the #1 predictor of whether a

millennial will buy, on the other hand bad communication is #1

reason they won’t .

Phrases like the below given have proven to work sales magic

during a demo.

““Once you start using this feature, you will no longer have to…”Or

“Imagine the benefits of not having to…”

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BUSINESSMOJOSWe Believe, Business Never Sleeps

CLOSING TECHNIQUES:

You, as an Inside Sales rep have plenty of time constraint, you may

be trying to reach a monthly or quarterly target. In such a situation,

what you can do is to try and create a timeline, an event of

emergency after which the purchase may not be as beneficial for

the prospect as before the event.

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BUSINESSMOJOSWe Believe, Business Never Sleeps

POSTSALES RELATIONSHIP:

15 years later when you approach an old client, he still must be

able to remember, trust and be ready to purchase from you; such a

relationship must be maintained with your clients or even

prospects for that matter. Showing a polite gesture with a “thank

you for your time” while signing off can encourage him to refer you

to many others.

NoNo matter how clichéd this sounds but, Customer is King; and so,

he should be treated as one.

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BUSINESSMOJOSWe Believe, Business Never Sleeps

PUT THESE SKILLS TO ACTION AND SEE THE DIFFERENCE IT BRINGS!

ABOUT BUSINESSMOJOS - “A Business Never Sleeps”

BusinessMojos enables businesses to achieve the agility and acceleration via its lead

management offerings specializing in Inside Sales as well as Product and Services Marketing by

employing a holistic approach- People, Process, Technology and Analytics. BM works with

Product & Services Technology Businesses ranging from startups to established organizations.

Our vision is to work as a true extended team of sales and marketing experts for our clients.