Organizations all around the world use sales methodologies to make selling and managing sales simpler. These methodologies bring more structure to the sales process and guidance to all those involved with it.
Adopting sales methodologies greatly helps sales representatives perform their jobs in more efficient and effective manner. In case your current methodology isn’t doing a lot to make selling easier, it’s time for you to reevaluate and find a better way to sell.
What are Sales Methodologies?
Sales methodologies are an excellent way to add structure and organize your sales processes. Nevertheless, some sales methods aren’t suited for all business models. It’s vital that you find a methodology that actually works for your specific selling environment. There are three ways to do this:
Conceptual selling is all about obtaining information about who your customer is instead of only focusing on what they want/what they’re looking for.
Knowing your customer’s profile makes it a lot easier to match your product as a solution to the customer’s problems, making clear how your solution can help them achieve their goals.
Conceptual selling allows you to continually move sales process forward by getting the prospective customer to commit to the subsequent step. For example, one more demo, a call with IT, a date for task execution, and so on.
With this sales method, you’ll focus your marketing and sales efforts on providing the prospective customer with information related to their industry, their challenges and issues. Instead of focusing on how your product/service work or how it can solve their issue, you aim higher and relate your information to all aspects of the customer’s experience.
Customized, impactful emails are a lot more effective than general information. Gathering a few key information points about your customer makes it possible to customize interactions with your customers, resulting in much more relevant conversations.
Challenger product sales reps are not docile or passive toward their clients. Rather, they create constructive pressure that challenges the buyer into shifting the offer forward, keeping the purchasing method from stalling.
Last but not least on our sales methodologies list comes answer selling. This methodology has been developed over the years and it ultimately comes down to following these actions:
- Checking out buyer requirements
- Making a potential answer
- Creating value
- Knowing the purchasing center / DMU decision-making unit
- Bargaining for having access to decision-makers
- Setting proof, ROI as well as the total solution
- Agreeing on a win-win answer
- And finally, following up to guarantee buyer success.
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