You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:
- Deliver a presentation explaining how you’re uniquely positioned to help the buyer achieve their goals.
- Help the buyer connect your company’s broad positioning to their specific goals and challenges.
- Provide the buyer with case studies and general information about your company.
- Ask the buyer to buy your product or service.
Explanation: During the advise phase of your inbound sales strategy, the primary focus is on providing tailored recommendations and solutions based on the insights gained throughout the sales process. Activities such as delivering a presentation explaining how you’re uniquely positioned to help the buyer achieve their goals and helping the buyer connect your company’s broad positioning to their specific goals and challenges are essential during this phase. These actions aim to demonstrate your expertise and align your offerings with the buyer’s needs effectively. Additionally, asking the buyer to buy your product or service is a crucial step in the advise phase as it signals the culmination of the sales process, where you provide a clear call to action based on the solutions discussed. However, providing the buyer with case studies and general information about your company is not typically part of the advise phase. While case studies can be valuable to demonstrate the effectiveness of your solutions, they are more suited for earlier stages of the sales process, such as the explore or connect phases, where you’re building credibility and rapport with the buyer. Therefore, during the advise phase, the emphasis is on presenting tailored recommendations and guiding the buyer towards a decision, rather than providing general information about your company.
