Each company has its own needs, but one thing is certain: all of them need sales to keep pulsing. At this moment, have sales methodologies that match the organization's expectations can help improve results and create growth opportunities.
And no matter the size of the organization, each one will find the sales methodology that best suits its mission, expectations and values.
It is not enough to just know the solutions in your own segment, you need to know the right way to present them and the right time to bring these solutions to your customers, have a new look at sales.
Many of these methods value the search for more information, through different techniques, whether through direct questions, surveys or other means, as a way of understanding customers' needs and expectations.
Many methodologies will also ensure strengthening relationships between sellers and customers, in-depth knowledge of the prospect's segment, reduction of contract breaches and possibility of new business, with the indication of the satisfied prospect.
In addition to having good sales, which is the basic principle of every company's breathing, it is also necessary scale the company based on measurable performances.
Methodologies can transform metrics and indicators into a very organized step-by-step process for a much more consistent sales process.
Let's take a look at some methodologies that could be right for your business:
Inbound Selling
This type of methodology is one that uses the strategies of digital marketing to attract customers, through content that is relevant to them, such as articles, videos, audio marketing, e-books, lectures and even training.
The main difference between other methodologies is that in this one the customer comes to you through channels such as websites and blogs.
This content can attract people interested in your products or services and will help to further integrate the company's marketing and sales departments.
This is because the search for a product or service in the digital environment normally goes through 4 purchasing phases: research, problem, solution and purchase.
The great advantage is that with this methodology it is possible to serve prospects wherever they are, through digital means, and even personalize the purchasing process.
The steps of this methodology are to identify the prospects that arrive through inbound marketing, connect, explore and deepen the relationship by presenting solutions to the customer's pain points and, finally, create and deliver this solution.
Inbound selling is a way of selling where the salesperson does not need to go out and knock on doors, as they receive prospects through inbound marketing. You can use different sales methodologies within inbound sales.
Conceptual Selling
The idea here is that many customers don't just buy a product or service, but rather the concept that surrounds it.
Therefore, the creators of this method, Robert Miller and Stephen Heiman, encourage sellers understand what concept a prospect has about the company they are going to “sell” the solution for them.
This methodology is focused on obtaining information, giving information and obtaining commitment.
To this end, they advocate that questions be asked in five categories:
- Confirmation questions, which will reaffirm information;
- New information questions to clarify the product concept for the seller's product or service;
- Attitudinal questions that will help you understand the prospect on a more personal level;
- Commitment questions, which will help you understand what happens after the prospect invests;
- Basic questions about the prospect's problem.
Customer Centric Selling
In this sales methodology, vendors also tend to act more as consultants, are true experts in the products or services they sell.
Being the best source of information, with in-depth knowledge of the market, business, products and needs, they work according to the client's schedule, direct actions and communications to different decision-makers and focus on solving and preventing client problems.
To achieve this, their actions are based on situational conversations rather than presentations, as well as asking relevant questions and focusing on the solution rather than the relationship.
They promote the use of products or services, target decision makers, close deals on the buyer's time, and empower buyers to buy without convincing them.
Spin Selling
The methodology Spin Selling is based on the acronym: situation, problem, implication, and need for solution.
The methodology was created by Neil Rackman, author of the 1988 editorial success “Spin Selling”, which was based on extensive research carried out by his company, Huthwaite.
He argues that these should be the primary questions that all salespeople should ask their customers:
- Situational questions: should be asked to understand the prospect’s current context;
- Problem questions: go straight to what needs to be solved;
- Implication questions: directed at the consequences if a problem is not resolved;
- Need-to-resolve questions: lead the prospect to consider improving the situation with the problem already solved.
Asking these questions can mean creating a good relationship between seller and customer, creating empathy between them and promoting closeness.
Snap Selling
Snap is also an acronym based on four directives for sellers: maintain SimplicityBe invaluableAlways line up and raise the Priorities.
But it can be said that the word Simplicity is what defines the methodology the most. Therefore, it may not be very suitable for very complex products, long sales cycles or a large number of purchasing decision makers.
In the method, there are no complete line presentations or even multi-page proposals, the seller is an expert, able to offer one or two ideal solutions.
It's all very clear, concise and based on success stories, especially for clients who don't have time to waste, have authority and can make quick decisions.
Sandler Selling
In this method, its creator David Sandler studied psychology and sales, because at the time a therapy called transactional analysis was on the rise.
In this method, seller and buyer must be committed to the purchasing process, creating trust between the two.
In this case, the salesperson acts more as a consultant than an “aggressive” professional, with the sole objective of selling.
The salesperson needs to be focused on acting as a consultant to better qualify their lead, this will allow them to build a relationship and close the sale.
This method has been very current at the moment when the Marketing increasingly studies psychology to understand consumers.
The advantage is that both sides work in partnership, which can reach the point where if the seller does not believe that his product or service will satisfy the customer, he will not take any steps to close the sale.
This method can be very suitable for companies that have complex sales processes and high-value products.
Solution Selling
This methodology brings the consultant closer to the client, to understand the challenges and present personalized solutions.
They may be aware of the specific problem, but present a mix of solutions that go well beyond price as a competitive advantage.
After create empathy with the customer and engage with their pain points, the seller presents all the benefits that your solution can bring for the company.
This methodology reinforces reliability, greater predictability of sales results, facilitates management of the sales funnel, reduces the sales cycle and even increases the conversion rate.
Challenger Selling
This methodology was created by Matthew Dixon and Brent Adamson, authors of the book “The Challenger Sales”, and aims to put all other methodologies in the past.
For them, all salespeople fall within these five profiles: relationship builders, hard workers, lone wolves, reactive problem solvers and challengers.
But from research, they determined that the most successful are the challengers.
In other words, they propose that the sales process goes beyond the relationship, but adds three other approaches that are quite typical of challengers:
To teach
The methodology starts with the importance of a sales rep bringing new information or a different way of doing things to their customers and prospects.
To adapt
Dixon and Adamson believe that the Sales professionals tailor solutions to meet a customer's specific needs. It requires a mix of creativity and flexibility in the product or service offered.
Take over control
In this methodology, salespeople must take control of the sales cycle. Dixon and Adamson teaches that unreasonable or unrealistic questions/demands/objection are best handled by sales professionals who are more authentic and challenging.
NEAT Selling
Developed by the groups The Harris Consulting and Sales Hacker, the NEAT Selling methodology is based on questions that should be explored in depth by salespeople in relation to the prospect's main challenges.
N (Key Needs): This means understanding why solving the pain point is important to customers, both as individuals and as an organization. Having your customer persona is critical to results;
E (Economic Impact): Executing this segment is not about proving your ROI to the prospect. Instead, it is simply about helping the prospect understand the economic impact of their current situation combined with the economic opportunity based on implementing a solution;
A (Access to Authority): According to the latest studies, the average purchasing decision actually involves five people, all of whom can be decision influencers and decision makers. This is often referred to as the “Consensus Cycle”;
T (Timeline): Base your schedule on the implications of meeting or missing the expected deadline.
But this process is not always linear; you can start the sales process with NEAT Selling at any time.
MEDIC
The MEDDIC methodology is based on Qualifying environments for enterprise-level sales, will help you to know and qualify your target audience. It is another acronym, which means:
M (Metrics): dfind out what the customer expects to achieve with your solution and these gains must be quantifiable;
E (Economic Buyer): you need to know who is the person who makes the decisions and authorizes the expenses, if applicable, speak to them;
D (Decision Criteria): you need to understand what the customers' decision-making criteria are, to be aligned with them;
I (Identify problems): A customer needs to have a need before they seek a solution, and it is vital to know what the need is or what is causing pain. This pain can manifest itself in a number of ways, including high costs, slow production, and low revenue;
C (Champion): Find a champion – someone on the inside who is invested in your success. This will likely be the individual most affected by the company’s pain or the person who benefits most from your solution.
This process emphasizes better customer qualification, which means determining whether or not the salesperson should expend effort to place a customer in the sales funnel.
The methodology was developed in the 1990s and its creators argue that launching to more qualified customers results in a higher closing rate, increasing sales success.
What is the best methodology for your company?
Understand that many methodologies are similar, however, each entrepreneur will define which is best for their sales process.
Analyze your segment, benefits and advantages of each methodology to determine which one you will adopt in your company's commercial process.
You may suddenly come to the conclusion that you can use a mix of these methodologies to ensure better results. Why not?
But first, do tests, create a plan and start slowly, to evaluate the results as more guarantees.