Hear me clearly:
Inside sales is not a second-class job.
He has to build that bridge after the outside rep has scheduled that appointment.
More work to do on initial calls!
Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, “Your Friend the Phone”.
Building that bridge:
It’s important that you share relevant information you discovered doing a precall.
Depending on the prospect’s willingness to engage…
The easiest thing to do is to begin a dialogue.
Probing questions are highly effective as this point.
- Ask to go about building a relationship with the company
- Don’t forget to listen
- Ask for guidance
- Learn about the prospect’s current pain/situation
- Take helpful information that are useful for future solutions on their account and to uncover opportunities.
More companies understand the importance of inside roles.