You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:
- Explore your lead’s goals and challenges.
- Guide your lead toward the right conclusion, even if that’s not to buy from you.
- Explore the ways your product or service can help your lead achieve their goals or overcome their challenges.
- Position yourself as an expert who can help your lead sort through their goals and challenges.
Explanation: During the explore phase of your inbound sales strategy, the primary focus is on understanding your lead’s goals, challenges, and needs. This involves activities such as exploring your lead’s goals and challenges and positioning yourself as an expert who can assist them. Additionally, it’s crucial to guide your lead toward the right conclusion, even if that conclusion is not to buy from you. This approach emphasizes providing value and support to leads, even if it means acknowledging that your solution may not be the best fit for their specific needs. However, exploring the ways your product or service can help your lead achieve their goals or overcome their challenges is not typically a priority during the explore phase. Instead, this activity is more aligned with the later stages of the sales process, such as the advise phase, where you can present tailored solutions based on the insights gained during exploration. Therefore, during the explore phase, the emphasis is on understanding the lead’s perspective and offering guidance and expertise, rather than immediately focusing on product or service offerings.
