Within the past few months I was introduced to a young, but rapidly growing group, the American Association of Inside Sales Professionals. I was impressed. They are dedicated exclusively to advancing the profession of Inside Sales.
I also attended their second annual Leadership Summit last month. Because I didn't get involved with the group until recently, I was invited to be added at the last minute as a speaker. I declined, wanting to simply observe and evaluate what was being said by speakers and attendees. It confirmed much of what I have known, but did also open my eyes wider in a few areas. Here are some key points, many highlighted at the conference.
Information tools are abundant. I have for years preached and insisted that sales pros do their research and be informed about their prospects, companies, and industries before calling. That is the foundation for Smart Calling. Today there are a host of companies that help you to obtain, consolidate, sort, and interpret the sheer amount of data that is out there. If you are not using any of them, you are handicapped.
Buyers lives and habits have changed. I'm often asked what is the biggest change I've seen in inside sales over the years, and without a doubt it's how buyers--and everyone for that matter-conduct their lives as it relates to their technology, how they communicate, the real demands on their time, and outlets for wasting time. People are busier. And less productive. How many times in the past couple of hours have you touched your cell phones, checked email, accessed a "social network," or been online for anything? And really now, how much of that was absolutely necessary and productive? See. Point made. The relevance and challenge for us is that this is what we are competing with and trying to sell into, attempting to cut through the noise and clutter to grab the buyer's attention.
We must adapt or fail. I am a horrible predictor of new trends (I didn't think "car phones" would ever catch on, no one needed to be that accessible, I felt. And when the first drive-through window was installed locally in a McDonalds 35 years ago, I thought that was stupid, this wasn't a bank) and skeptically viewed most social networking as just more ways to waste time. That's still true for the majority of people with most of the online sites, but the fact is, more and more of our customers are using Twitter, blogs, Facebook, and LinkedIn. Studies show that cell phones are used more for other purposes than talking. People are spending less time at their desk, but still "in touch" through email and voice mail. I resisted adopting most of this stuff, but I realized that I am not my customer. We need to sell to our buyers they way they want to be sold to, or at least utilize the communication methodologies they are plugged into, or access wirelessly. And of course WebEx, GoToMeeting, and other online conferencing tools have changed the inside sales function for the better.
Some things remain the same and always will. What hasn't changed, and I'm pretty certain that it never will, is that people still buy based on value. Particularly in today's economy and environment. Everything I have taught over the years is just as true today. We need to understand our buyers' problems, pains, wants and desires, and then match the results of our offerings, and communicate that message in a persuasive way. Bottom line, when you remove all the technology and slice through the cloud of clutter, it still involves people talking to people. You must not let anything minimize this important point. Technology should help you talk to people, not prevent you from doing it.
Twenty-seven years ago I started a business that was betting on the success of inside sales as a viable way to do business. I was right about THAT one. It is even more true today. This is the best time ever to be involved in this profession.
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection. To get FREE weekly emailed TelE-Sales Tips visit: http://www.BusinessByPhone.com
Article Source: http://EzineArticles.com/?expert=Art_Sobczak
