How To Become An Inbound Closer: Everything You Need To Know

A few years back, hard-hitting sales tactics were all the rage. Salespeople relied on bulk emails and cold calls to close deals. These days, customers have rejected these outdated sales tactics and prefer to build relationships with the businesses they are buying from. As a result, the industry has shifted towards a new way of selling: inbound sales. What Is Inbound Sales? Inbound sales is a modern approach to sales that focuses on the potential buyer. In traditional sales strategies, the salesperson would focus on pushing the product or service and closing the deal. In inbound sales, the inbound closer hones in on the prospective buyer's priorities, pain points, interests, and challenges. The inbound closer must educate, guide, and support the prospective buyer throughout the buying decision. Who Is an Inbound Closer? A closer is a person responsible for finalizing a sales deal with a client. These are usually high ticket sales that are sold on phone calls. As a sales closer, you are responsible for finding prospects and sales leads and convincing them to sign a contract. An inbound closer is a sales closer who works in inbound sales. As an inbound closer, your focus is not on closing the deal as fast as possible. Instead, you spend your time nurturing the prospective buyer by interacting, guiding, and educating them throughout the buyer journey. Inbound closing requires you to become a trusted consultant who nurtures the client relationship from awareness and consideration to closing the deal and beyond. What Is the Difference Between Inbound and Outbound Sales? Inbound sales is a business model that focuses on attracting leads that are already interested in your product or service. These are the easiest high ticket leads to close a deal with. You then build lasting relationships with these leads and help them solve their problems. In outbound sales, you engage all potential buyers before you know for sure that they need your product. In outbound sales, you go out of your way to make direct contact with potential buyers and start a conversation about your products or services. Because you are the one initiating the conversation, outbound sales give you control over how you reach out, when you reach out, and who you reach out to. In inbound sales, you let the customer find you and your high ticket product. Here is how that goes. Let's say, Harry, the customer has a problem. So Harry goes online and researches his problem. He finds a blog post you have written about their pain and realizes that your company is the solution they have been seeking. Harry then contacts your company to ask for more information. By doing so, he has shown you that he is interested in your products or services and has given you a crucial opportunity to close the sale. Inbound sales is an effective way of selling because it allows the customer to come to you. Customers like to research before making a purchase. If you can find a way to inform or educate the potential customer before you speak with them, you will build trust and set the pace for a lasting and mutually beneficial relationship. Why Inbound Sales Matter So, why are inbound sales so important? Here are a few advantages of inbound sales: 1. Inbound sales save time  As an inbound closer, you don't have to do massive research because you allow potential customers to come to you to discuss your product or service rather than trying to chase them. This is why this business model of inbound closing leveraging inbound calls is so effective. Because your leads are already familiar with your business by the time they reach out to you,