Sell more, how the seller changes
Before the advent of the Internet, buyers could only rely on sellers to guide them in making a purchase , as they therefore had control of the conversation and were essentially the only ones who could answer all the buyer 's questions regarding the product, the service, the price, the competition , etc. The answer to the question "how to sell more" was, at the time, simply to improve the seller's skills.
Buyer Power Today
In recent years, the Internet has turned this relationship upside down. Today, much of the information that buyers seek in order to make a purchase is just a click away , accessible before any contact with a salesperson . The “ power ” has thus shifted from the seller to the buyer.
This thesis is supported by the results of a research conducted by Demand Gen , according to which 70% of purchasing decisions are made before entering a store (B2C) or speaking to a representative (B2B) . Consumers and buyers are thus becoming accustomed to taking charge of the conversation, having first of all clear the objectives of their research .
So , how do you sell to a customer who already knows everything, or almostdenmark telegram data everything? Salespeople must change their approach to better respond to this epochal change. In essence, they must transform themselves into informants and educators, adopting new marketing strategies .
How Inbound Makes You Sell More
The inbound approach revolutionizes the way of marketing and selling , because , as mentioned, it aims to attract the right contacts by intercepting their information needs, offering knowledge and useful resources to support their purchasing choices. In short, it provides value before trying to extract it .
The strategy is no longer just focused on the seller but also on the buyer, trying to align with his purchasing process without “forcing” him into the sales process.
Increase sales with content
In order to sell more , it is therefore necessary for companies to change their perception of their buyers , to build a cultural positioning and carve out a leading role on the market, to guide the choices of their potential customers .
Consequently, the inbound sales concept presupposes that the sales force is prepared , in addition to its own solutions, on the context in which its buyer moves , knows the problems, needs and objectives, before making proposals . Only at that point can the customer be inserted into a sales pipeline , and aim to close a dea
