Post by account_disabled on Mar 7, 2024 4:37:27 GMT -5
How can you sell more in the digital age , with users constantly " bombarded " with information? Today, the classic approach of the past is no longer enough. To stand out and gain the right attention , a successful communication must be perceived by its recipient as useful and valuable. The logic is that of inbound marketing , centered on being found by potential customers, offering an educational, human and holistic experience to those who interact with your company. Selling more, how the seller changes Before the advent of the Internet, to orient themselves in a purchase , buyers could only rely on sellers , who therefore had control of the conversation , and were essentially the only ones to answer all the buyer's questions, relating to the product, the service. , price, competition etc.
The answer to the question “how to sell more” was, at the time, simply Germany Phone Number to improve the salesman's skills. Buyer power today In recent years, the Internet has overturned this relationship. Today , much of the information buyers look for 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 research conducted by Demand Gen , according to which 70% of purchasing decisions take place before entering a store (B2C) or speaking to a representative (B2B) . Consumers and buyers are thus getting used to taking charge of the conversation, first and foremost having clear objectives of their research .
So , how do you sell to a customer who already knows everything, or almost everything? Sellers 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. Simply put, you provide value before you try to extract it . The strategy is no longer only focused on the seller but also on the buyer, trying to align with his purchasing process without "forcing" him into the sales process.
The answer to the question “how to sell more” was, at the time, simply Germany Phone Number to improve the salesman's skills. Buyer power today In recent years, the Internet has overturned this relationship. Today , much of the information buyers look for 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 research conducted by Demand Gen , according to which 70% of purchasing decisions take place before entering a store (B2C) or speaking to a representative (B2B) . Consumers and buyers are thus getting used to taking charge of the conversation, first and foremost having clear objectives of their research .
So , how do you sell to a customer who already knows everything, or almost everything? Sellers 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. Simply put, you provide value before you try to extract it . The strategy is no longer only focused on the seller but also on the buyer, trying to align with his purchasing process without "forcing" him into the sales process.