Defining a Sales Methodology

I am often asked the difference between sales strategy; sales process & sales methodology. I will focus on a sales methodology for this article.

A sales methodology framework is a systematic approach to selling that can help sales teams achieve consistent results. Everyone uses the same approach, all of the time. Usually, the below 7 points is what a sales methodology framework might include:

1. Connecting/Prospecting: Identify, qualify potential customers (or suspects as I call them) through various channels such as cold calling, email , social media, referrals or lead generators.
2. Needs assessment: Gather your customers information about their business, establishing the customer's pain points, and requirements. You do this through asking through compelling open-ended questions finding their problems or pain points they need to solve. Align with the customer what these are
3. Solution presentation: Present your solution in a way that addresses the customer's specific needs that you have discovered and aligned too in the assessment phase. You highlight present the unique value proposition of your product or service that aligns with their needs. Don't drop in any surprises unless they add value!
4. Objections: Address any objections the customer might have and provide solutions to overcome their concerns. Remember don't answer objections - handle them*!
5. Ask for the sale: As a sales person that is your role, deliver on what you sold in a timely way, and make sure to follow up with the customer to ensure their satisfaction.
6. Re-engage/Follow-up: Create a sticky relationship with the customer by staying engaged in the sale to ensure their satisfaction, identify additional needs, opportunities for up-selling or referrals..
7. Review: Track, analyse, and review any key metrics such as lead to sale conversion rates, average dollar value, frequency of purchase, and customer retention. Knowing your numbers helps to continually improve the sales process.

You will likely have a methodology in your business take the time to define and refine it for a greater sales experience for your business, your team and your customer.

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*Handling Objections: https://www.thesalessuitcases.com/dealingwithobjections-9423

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