VENDA DO JEITO CERTO | A melhor forma de vender para Leads do Linkedin Ads

Summary

In this episode of *Chuva de Leads*, Tiago from Agência Raízen shares insights on transitioning from lead generation to actual sales. He emphasizes the importance of adopting a consultative sales approach, where the salesperson focuses on understanding the prospect's needs through strategic questioning. Tiago also discusses how to handle lost leads by requesting referrals, turning them into potential future opportunities. The episode highlights the value of building relationships and nurturing prospects to fill your sales pipeline, ultimately leading to more effective and empathetic sales strategies.

Takeaways

• 😀 Sales should be consultative, not transactional. The goal is to understand the lead's business and pain points before offering solutions.
• 😀 Use the '5 Whys' technique to dig deep and understand the true needs and challenges of the lead.
• 😀 Lead qualification is essential to ensure you're spending time on opportunities that are a good fit for your product or service.
• 😀 Reciprocity plays a crucial role in sales. Even if you don’t close a deal, helping a lead can lead to future opportunities or referrals.
• 😀 Don't push for a sale when it's not the right time. Be honest with leads about whether it's the right fit or moment for them.
• 😀 Asking for referrals after a consultation can turn a lost lead into a valuable source of future opportunities.
• 😀 Even if you don’t close the sale today, your positive interaction may prompt the lead to return when they're ready.
• 😀 Sharing valuable insights with a lead can create a feeling of indebtedness, leading them to recommend you to others.
• 😀 Marketing and sales must work in tandem to ensure the leads generated are properly nurtured and qualified.
• 😀 A consultative sales process should always be aligned with the lead’s timeline and needs, not just pushing a quick close.
• 😀 A strong sales process includes understanding if the lead is truly in need of your service, not just trying to make a sale.

Q & A

What is the primary focus of the sales process discussed in the podcast?

The podcast emphasizes moving away from traditional sales tactics and adopting a consultative approach, where the salesperson acts as a consultant rather than just an order-taker. This approach is centered on asking insightful questions to uncover the lead's needs and guiding them toward the best solution.

How can salespeople qualify leads effectively in the context of LinkedIn lead generation?

Salespeople can qualify leads by asking thoughtful, open-ended questions that help uncover the prospect's pain points, business model, and whether they are a good fit for the offered solution. This process ensures that time is spent on high-potential leads and avoids wasting efforts on leads that are not ready to buy.

What should a salesperson do if they determine a lead is not ready to buy?

If a lead is not ready to buy, the salesperson should still aim to leave a positive impression by offering value, possibly through advice or helpful information. Afterward, the salesperson can ask for referrals, leveraging the sense of reciprocity that comes from providing value, thus keeping the door open for future opportunities.

What role does reciprocity play in the sales process discussed in the podcast?

Reciprocity plays a key role in the sales process by encouraging leads to refer others after receiving value. If a lead doesn’t convert into a sale, asking for a referral can turn the lost lead into a valuable connection, potentially leading to future business opportunities.

What are the key differences between low-ticket and high-ticket products in terms of sales approach?

For low-ticket products, the sales process tends to be more transactional and less consultative, requiring less time and effort. In contrast, high-ticket products benefit from a more consultative, relationship-building approach, where the salesperson engages deeply with the prospect to understand their needs and guide them through the decision-making process.

Why is building relationships emphasized in the sales approach discussed in the podcast?

Building relationships is crucial because it fosters trust and loyalty, turning the salesperson into a trusted advisor. This long-term relationship-building approach is more likely to result in repeat business, referrals, and a steady stream of leads in the future, even if the immediate sale is not made.

What is meant by a 'consultative' sales process?

A consultative sales process refers to a method where the salesperson focuses on understanding the prospect’s business and challenges, asking questions to gather insights, and offering tailored solutions. The salesperson acts as a consultant who helps the prospect make informed decisions rather than simply trying to close a sale.

How should a salesperson handle a lost sale according to the podcast?

Instead of viewing a lost sale as a failure, the podcast encourages salespeople to leverage the situation by asking for referrals. By maintaining a positive relationship and offering value during the process, salespeople can transform lost leads into potential future business through word-of-mouth.

What is the significance of asking for referrals after a failed sale?

Asking for referrals after a failed sale taps into the principle of reciprocity. If the salesperson has helped the lead during the process, the lead may feel inclined to repay the favor by referring others who may be a better fit for the product or service.

What are the main takeaways for salespeople from this episode?

Salespeople should adopt a consultative approach, focus on providing value before selling, qualify leads carefully, and always ask for referrals when a deal doesn't close. These practices can increase conversions and help build long-term relationships, ultimately leading to more sales and better lead generation.