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Breakthrough: Account Based Selling now Even to Unknown Customers

Selling products that require explanation to unknown customers is difficult. The salesperson often encounters this situation at the point of sale or during (initial) on-site consultation appointments.

Meeting the customer’s expectation

The customer’s expectations of the sales meeting are very high. From the Internet, they are used to having their situation and problems addressed individually.

This makes it all the more important to provide at least the same level of individualization during an initial contact. This requires account based selling tools that analyze the customer conversation in the background.

Based on this knowledge, the presentation is continuously individualized on the account basesd selling infos. The customer feels noticed and only relevant content is presented to him.

Individual Storytelling in account based selling

Any kind of insights are analyzed. Insights include sales notes or customer interactions. This information is the basis for the continuous adaptation of the presentation.

With each insight, the presentation becomes more individual. The customer receives real added value from the conversation and the goal of a successful solution to the customer’s problem is achieved in a targeted manner.

Conclusion

In short, with the right account based selling tools, it is possible to create real value for the customer during the sales conversation. The buyer experience is significantly enhanced and the salesperson wins the deal.

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From the different areas mentioned above only small parts or single functions are needed. A full size software is often overloaded and as an external software it forces the participants to leave the presentation, e.g. in order not to vote in a poll tool. Here the supposed loosening up of the presentation leads to technical insecurities, which must be avoided at all costs. modern sales tools

Modern sales tools #8: Sales automation tools

Sales automation tools refer to the comprehensive automation of sales processes by means of intelligent hardware and software. Through better management, administrative tasks are to be minimized in this way, thus making everyday work easier. The aim here is that the salesperson can invest the time thus saved in the actual sales conversation.

Modern sales tools #7: Interactive online tools

Interactive online tools activate the participants of an online meeting. The interaction, for example the click to answer a question or the activation of a slider, increases the attention and the emotional connection to the presentation.

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