“Adding inside sales skills is crucial to your business and to your customer relationships.” – Dawn Grooters in today’s Tip 804
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Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes from Dawn Grooters. Dawn is the founder of Broken Vessel Sales Solutions. She uses her 18+ years of buying and sales experience to consult with companies and train her clients to increase sales. Dawn has represented several vendors for a variety of retailers through outside sales, inside sales, and key account management. Here she is:
Dawn Grooters: Inside sales is different than outside sales. Let me explain what inside sales is and the difference. The role of inside sales is to sell products or services through phone calls, emails, and other online channels. So think social media or virtual meetings. For inside sales, you are primarily using phone calls, emails, and other online services to generate an order. And you’re not selling products and services face to face. Inside sales does not rely on a customer to physically be in front of you to buy products or services. So you can be talking to customers on the phone, taking orders via email, and having virtual meetings. And this would all be considered inside sales. And inside sales model can be used in conjunction with any other sales model or by itself.
Now the opposite of inside sales is outside sales, which is actually meeting your customers face to face. In a traditional outside sales position, you are physically in front of your customer and you can use your verbal non-verbal written, and visual communication skills. Along with all of your senses to sell a product. Your customer can see and touch a product, and you can see their reaction to see how interested the customer actually is. You can take cues on how to help your customers from their demeanor, their body language. And of course the words they say.
With inside sales, you don’t get access to all of your senses or your communication skills. You primarily rely on verbal communication, what you hear and say and what your customer says. It is important to listen to the words your customer is saying and not saying, their tone of voice background noise, and to ask questions. You use your tone of voice and words to describe a product or service and answer questions. You can also use email and online services as written and visual communication. And inside sales rep does not get to use nonverbal communication skills. So they don’t get to read a customer’s body language and the customer doesn’t get to touch and feel the products, but you can be successful using inside sales skills in your business. And to do that, you need excellent verbal communication skills to sell a product or service. Focus on your customers, communicate all the information they need to know, and continue to follow up with them. Especially now, when you can’t be in front of your customers like you want to, adding inside sales skills is crucial to your business and to your customer relationships.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!