Arthur Ashe said “One important key to success is self confidence. An important key to self confidence is preparation.” How does that apply to inside sales? Ashe, a professional tennis player, won three Grand Slam titles, ranking him among the best from the United States. His quote holds true in most aspects of life; however, to be successful in inside sales it is critical.
Inside sales is about practicing perfect. This means that the individual handling the inside sales effort must plan what they are going to say, practice the presentation and deliver a meaningful and engaging message. Prospects are only interested in how a service or product will benefit them or their business – it is the responsibility of the professional managing the inside sales process to ensure that the message is perfected prior to the delivery.
The art of inside sales is one that must be practiced daily – just as an athlete practices their skill, an inside salesperson must practice their craft. A successful inside sales person knows what they are going to say prior to the prospect answering their call. While every conversation is different, the introduction throughout the inside sales presentation should remain the same. One of the main purposes of inside sales is to deliver a consistent presentation – one that matches the branding and messaging of the firm he or she represents.
An inside sales person must be prepared. Their confidence is dependent on that preparation. And their success is dependent on that preparation. Once the introduction has been delivered to the prospect, the inside sales person needs to be prepared for any number of responses. Regardless of the prospect’s response, the objective for the inside sales person doesn’t falter. The ultimate objective of the inside sales department, in high level consultative selling, is to achieve a face to face meeting in order to present the product or service and the value it represents to the prospect. While it is important to respond to the prospect, answering their questions and concerns and further exploring their interest and needs, the ultimate goal of the inside sales professional should always be the same – an appointment.
Inside sales can only be done successfully if one has prepared for that success. The inside sales professional must know what they are going to say, be prepared for any response and focus on the ultimate objective of the inside sales call.