Ensuring the competency of your sales team relates entirely to how well they perform in the field. One of the most important facets of preparation is sales methodology training. When your sales team implements the proper sales method into everyday practice, they succeed day in and day out. Having the right sales methodology training familiarizes each sales representative with the right way to sell your product or services. Finding that sales methodology training, however, can be a little tricky. Keep reading to learn everything you need to know about sales methodology training.
What is Sales Methodology?
Sales methodology refers to the exact way your business will be selling your products or services. Every business must develop or select the sales methodology that works for them before working on any other part of the sales process. Sales methodology acts as the foundation to a business’s techniques that are used on a daily basis.
Between the many different kinds of sales methodology out there, finding the right one can be a difficult process. To clear up some of that confusion, here are some tips to find what works best for your business.
How to Find the Best Professional Sales Methodology Training
Because of the importance of sales methodology, experts and professionals spend a lot of time and focus determining which methodologies work and which do not. So, while there are tons of different methodologies, each one has been tested and practiced to find where it functions best. When looking for the best professional sales methodology training, keep in mind which market you operate in. Narrowing down the type of methodology by field takes precedence over any other factor. After that, you can narrow it down based on reviews, training location and price.
How to Choose a Customer-Driven Sales Methodology that Fits Your Business
Before landing on a sales methodology, keep these four factors in mind:
- Map your entire sales process from start to finish. Think about all the steps that need to be taken to ensure your prospects turn into customers. For instance, if your product requires a demonstration trying to make a sale over the phone would not work. Sales methodology is all about how you will be selling your product, so keep that in mind throughout.
- Understand your buyer’s needs and how your product fulfills those needs. You must present your product in a way that maximizes its appeal in the eyes of your potential customers. Focusing your sales methodology on satisfying your customers’ needs keeps your sales team from making mistakes.
- Use a methodology for each stage of the sales process. While one sales methodology might work through and through, the dynamics of the selling process requires your team to go with the flow. Trying to force a sale never works. Change with the stages to ensure the highest chances of success.
- Create training and coaching materials so your sales team can receive uniform training that continues throughout their employment. Starting each sales representative with the same fundamentals allows for training to be added on and refreshed with greater ease as time goes on.
Some of the Most Commonly Used Sales Methodologies
The Challenger Sale
Coined by Matthew Dixon, the phrase “challenger sale” refers to sales representatives who perceive the actual and potential challenges that face their industry. This sales methodology works best for B2B but can be molded into other sales areas as well. The key driver to the challenger sale method is “teach-tailor-take.” The seller must teach the prospective buyer about a challenge in the industry, tailor a product or service that effectively deals with this challenge and then finally make a sale at the end of their pitch.
Command of the Sale
This sales methodology focuses on reaching a market that already needs the solutions your business offers. The majority of your energy when using the Command of the Sale methodology goes toward reaching customers in need of your product or service. Whether through direct or indirect marketing, you will focus only on an already existing market for your product. This sales methodology is tight and efficient. It keeps everything simple and does not overextend your business’s reach.
The entire idea of Conceptual Selling wraps itself around figuring out the desired result a customer wants and then tying the product or service into that result. The name of this sales methodology comes from creating a concept in the customer’s mind or understanding an existing concept. This concept takes the focus of the sale with the product or service merely creating a way for this conception to come to fruition. Conceptual Selling requires a strong amount of question asking, active listening and empathy to truly understand the concept the customer wants to strive towards. Effectively utilizing Conceptual Selling requires excellent communication and understanding skills.
Like Conceptual Selling, Consultative Selling orients itself toward the customer’s desires and needs. The sales representative acts as a consultant, listening to a customer describe problems and then offering an effective solution. Consultative Selling utilizes the seller’s reputation, industry knowledge and experience to deliver the solution that works best for the customer. Consultative Selling has been a staple of sales for years. It can be used in either a passive or active manner, but it is most regularly initiated when a customer approaches a seller in search of a solution. Every time a customer walks into a store and says something to the effect of “I need a product that does this,” Consultative Selling is being initiated.
This sales method puts the needs, problems and goals of the customer first. Effective Customer-Centric Selling requires a trusting relationship between the customer and the seller. The entire sales process is molded around the customer, from meeting times to a tailored solution. This method can be used in all selling situations, from retail to B2B.
Inbound Selling focuses on creating a respective dialogue between a buyer and a seller. Buyers are encouraged to engage with the seller’s product and services to demonstrate their needs and desires. In turn, the salesperson uses this information to help guide the buyer towards the solution that best matches their needs based on this discussion. While Outbound Selling involves reaching out to a customer and pushing a product straight from the start, Inbound Selling allows customers to engage with the seller at their discretion. It is up to the seller to attract interested prospects towards a sale once they show interest.
MEDDIC stands for: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion. It is a tightly focused sales method that requires a good deal of discipline and is primarily technology-driven. By using metrics and data, a prospective buyer is selected based on his or her likelihood to connect with and advocate for the seller the most out of any other prospects. Instead of focusing on reaching a large audience, the MEDDIC method tries to seek out the best buyer from the seller’s point of view and focuses the sales process on the needs of that specific buyer.
Another acronym, NEAT stands for Need, Economic Impact, Access to Authority, Timeline. This methodology focuses on demonstrating the financial benefit of the seller’s product or service, and delivering a pitch to buyers capable of making a decision themselves or influencing their higher-ups to make that purchase. NEAT Selling takes a customer’s needs and desires into consideration before going in for the kill. The “timeline” aspect means pushing the buyer to make a decision within a given time frame. If a deal cannot be reached in a timely manner, the seller must move on to the next prospect.
Developed by Jill Konrath, SNAP stands for Simple, iNvaluable, Aligned, Priority. This sales methodology gets right to the point by giving a straightforward pitch that demonstrates the product’s value in the most effective way possible. The product or service must be presented as a solution to a problem which the buyer can solve without too much explanation or time. SNAP Selling was created for salespeople whose markets are full of busy and distracted buyers.
Instead of selling a set product or service, the Solution Selling method focuses on tailoring a solution best matched to a customer’s needs. The buyer and seller discuss potential solutions before landing on a solution aligned to the customer’s specifications. Solution Selling works best for a malleable service or product since the entire game plan must be directly adapted with the customer’s needs in mind. In a way, the seller creates a product or service specifically for an individual customer.
Find the Right Sales Methodology Training
No matter which sales methodology you decide to use for your business, you will need help initiating the proper training for your sales team. That is where Selling Revolution comes into play. We focus on turning your enterprise into a sales-driven machine. No matter where you are on your journey, whether you are an industry veteran looking to shake things up or a total novice trying to find your footing, Selling Revolution can help you achieve your goals and dreams.
To get the ball rolling on improving your sales methodology training, book a no-obligation call with us today. Start getting the most out of your business by getting the most out of your sales.