Inside sales reps spend an extensive amount of their time distributing and spreading sales content. However, in this fast-paced tech-savvy world, there is always more than one solution to a business problem which is not far from your prospects reach. This makes it imperative for Sales Development Reps to spend time gathering sales context.
Inside sales reps have sales enablement tools, content marketing, lead generation, elevator pitches at their disposal. This provokes them to rush into offering solutions without any context. Sales context is critical for developing the foundation of your sales pipeline, and it directly correlates the potential of your sale. Sales context helps SDRs ensure that the right solution is being matched to the right business challenge. It offers them the opportunity to alter their sales pitch that resonates well with the prospect.
Sales reps should extract the essential pieces of sales context and nurture a relationship with the prospect so they feel comfortable discussing their challenges and existing environment.
Here are 4 Inside Sales Tips to extract Sales Context from prospects;
#1. Maintain an Open Conversation
As a sales rep, your main task is to gather useful and relevant information on the prospect. Each question or statement you make should be open-ended that initiates a conversation. Sales reps bring value to the prospects and themselves by asking high-value open questions. Questions that allow prospects to clearly articulate their perception, pain points, etc. High-value open-ended questions can also be refurbished to act as qualifying questions that offer deeper insights to SDRs.
#2. Understand Annual Business Objectives and End-Goals
Most of the prospect businesses plan their succeeding year’s goals and objectives during annual meetings, and determine budgets for incorporating major investments. Once such a plan is in place, it leaves sales reps very little room to pitch their solutions if it requires large investment even if your solution piques their interest. To overcome such objections, SDRs should be trained to ask questions to identify where the business is allocating its budget and resources. This will give reps a good idea of the organization’s goals and whether the solution offered will fit in. Sales reps should also keep a note in their CRM of when these planning periods take place so that next time the rep can follow up before anything has been decided.
#3. Active Listening
This might sound redundant, but listening to your prospects has proved to unravel certain sales triggers that have helped close deals. This is probably the most natural way to uncover sales context. SDRs should be trained to listen actively with strict focus and asking intelligent follow-up questions.
#4. Leverage existing information
SDRs should be trained to research on a prospect before calling them. This will give them a brief idea of the business they are running, diagnose their processes, identify challenges and pain points, etc. Translate this information to sales context, and also prompt questions that dig deeper into prospects potential trigger points.
What are some ways that you train your sales reps to uncover sales context from prospects?