{% set baseFontFamily = "Open Sans" %} /* Add the font family you wish to use. You may need to import it above. */

{% set headerFontFamily = "Open Sans" %} /* This affects only headers on the site. Add the font family you wish to use. You may need to import it above. */

{% set textColor = "#565656" %} /* This sets the universal color of dark text on the site */

{% set pageCenter = "1100px" %} /* This sets the width of the website */

{% set headerType = "fixed" %} /* To make this a fixed header, change the value to "fixed" - otherwise, set it to "static" */

{% set lightGreyColor = "#f7f7f7" %} /* This affects all grey background sections */

{% set baseFontWeight = "normal" %} /* More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set headerFontWeight = "normal" %} /* For Headers; More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set buttonRadius = '40px' %} /* "0" for square edges, "10px" for rounded edges, "40px" for pill shape; This will change all buttons */

After you have updated your stylesheet, make sure you turn this module off

Why Trusted Advisors Win Sales More Often

by SP Home Run's Marketing Team on September 20, 2017

 Why Trusted Advisors Win Sales More Often

In the final phase of the Inbound Sales Methodology--the Advise Stage--you want to make sure you have a way to advise your opportunities, so it is not perceived as a pitch.

Trusted advisors must have a very different way of advising. Trusted advisors: 

Optimizing Opportunities

Presentations and pitches should be tailored to what your buyer cares about most. Consistent terminology is also important because it relates to the buyer, and the buyer is familiar with the terminology.

If you resort to conducting a tour or a demo, make sure you only select features most important to that buyer--in order of importance to them. You could even run a revenue growth projection or an analysis tied to your buyer’s metrics and business.

Bottom Line

The key is to let the buyer know you have done your homework on your end. The buyer should feel as though you are adding value to their journey.

You have recognized the buyer is a good fit for your company because they match up with your buyer personas. Now you must help them understand why you are uniquely positioned to help them.

By the Advise Stage, your team should have a relationship with the buyer, so they can get honest answers from them. Your sales team should figure out their timeline, work backwards from it to create a plan that meets that deadline, and--after the sale is over--the relationship should not end.

The salesperson should transfer all their knowledge to the post-sales team and check in with the buyer now and then to make sure they are continuing to find success.

 

 

Is your sales team using trust and personalized presentations to advise prospects and close sales? Let us know in the Comments below.

 

 

To learn more about the Advise Stage of the Inbound Sales Methodology and how your team can optimize sales opportunities, download our eBook, "How South Florida Directors Develop Scalable, Predictable Revenue Growth"

 

Download: How South Florida Sales Directors Develop Scalable, Predictable Revenue Growth

Topics: Inbound Sales

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