Finding a sales methodology that works

A vital component of every successful sales team is a sales methodology. This article discusses the most common methodologies and how to find the best one for your business.

Key takeaways:

• Every successful sales team has a methodology to help maximize sales
• There are many proven sales methodologies to choose from
• MetaGrowth can help you find and implement the right methodology for your business

Run your sales team without a clear-cut guiding plan, and you’ll quickly see a slump in productivity, an imbalanced performance from your team, and difficulty in attaining your sales goals . Sales Benchmark Index (SBI) learned this the hard way.

Until SBI adopted a sales guiding plan , better known as a sales methodology, nothing was working. It had no buyer personas and no control over the buyer’s journey. As a result, SBI was off its sales goals with no measurable progress for its efforts. Enter sales methodology.

A sales methodology elevated SBI’s sales game. Suddenly there was clarity in the buyer process and a clear path to help the sales team convert prospects to loyal customers. That’s what your sales team also needs – a sales methodology.

This article discusses the most prevalent sales methodologies and their use cases, and helps you find the best one for your business. First, let’s start with some basics.

Who needs a sales methodology?

If you’re in the business of selling a product or service to consumers, you need a sales methodology. Sales can be chaotic – and you can’t efficiently predict buyer behavior – so you can’t say which techniques are most efficient for your business.?

But a sales methodology gives you the structure and consistency to bag more wins than losses. These are the most used sales methodologies and their use cases so you can determine the best one for your business:

Four common sales methodologies?

1. Sandler sales methodology

The Sandler sales methodology presents a customer-focused approach. Here, the aim is to humanize the salesperson and build trust between the salesperson and the customer. This makes it easier for customers to connect to salespeople.

Rather than convincing the customer to make a purchase, sales teams using the Sandler methodology uncover prospects’ problems through a series of questions and guide them to the optimal solutions to their problems. If the salesperson’s solution doesn’t efficiently address the problem, there’s no deal.

When to use the Sandler Methodology

• This methodology requires a level of candor and willingness to let poor-fit prospects walk. Also, you need to have a strategy for qualifying leads for this methodology to work. This methodology is likely your best option if you’re not afraid of letting unfit prospects slide.
• This methodology is your best bet if your business relies on recurring work. The Sandler system thrives on a collaborative spirit and long-term relationships that your sales team can exploit for repeat sales.

1. SPIN sales methodology

There are times when closing deals can be as easy as ABC. The prospect comes with a problem, and you offer a solution. But other days are not so straightforward. And that’s when you need to:

• Identify the customer’s situation
• Establish ways your product or service can solve that problem
• Convince prospects that your product or service is their most logical solution
• Implement strategies that push prospects down the sales funnel

For a deal like this, it’s best to apply the SPIN sales approach. The methodology came about when Neil Rackham published his book, SPIN Selling , in 1988. The whole idea is to help sales teams ask the questions that matter.

The SPIN methodology categorizes these questions into four main groups: situation, problem, implication, and need-payoff. Hence, the acronym SPIN.

When to use the SPIN methodology?

This approach is an excellent option for businesses that prioritize long-term relationships over short-term sales. It gives sales teams the space to get to know prospects, understand their problems, and build their trust in the sales teams’ solutions.

Remember that this methodology is rather time-consuming, so many businesses overlook it. However, if you can implement it properly, you’ll realize long-lasting results.?

1. SNAP sales methodology

There are four principles in the SNAP methodology. These principles are encapsulated in its acronym, which means:

• Keep it Simple
• Be iNvaluable
• Always Align
• Raise Priorities

Jill Konrath , the creator of the SNAP methodology, fashioned these principles to answer questions that most sales teams have problems with. Specifically:?

• Is this sales pitch relevant to my business goals?
• How simple is the solution to implement?
• Is the solution an immediate need?
• What does the result of this solution look like?

This methodology boils down to a streamlined sales process and a clear path to your solution.?

When to use the SNAP methodology

The SNAP methodology works best for established businesses and recognizable brands. For instance, Apple doesn’t necessarily have to upsell its products to customers. It has an established brand and a proven track record on its side, so it can now focus on listening to customer pain points and providing new solutions to those problems.?

This approach is also an excellent option for businesses in fast-paced markets. You need a sales process that highlights your offerings without all the fluff and relationship building. SNAP helps you communicate your value concisely and align these solutions to your prospects’ problems.

1. Challenger sales methodology

According to Adamson and Dixon , there are five primary B2B selling personas. These are the:

• Hard workers
• Reactive problem solvers
• Lone wolves?
• Relationship builders
• Challengers

The focus here is on challengers. Challengers make up 40 percent of the top sales performers in every industry. So who is a challenger?

A challenger is usually someone who loves to debate on products, isn’t afraid to share their views about a solution, is assertive, and takes an active role in the selling process. The challenger sale methodology aims to teach its implementors how to build a sales team with these traits.?

When to use the Challenger methodology

It’s best to implement this approach if your solution is a complex one. A challenger can easily explain your product and lead the prospect to purchase. For another salesperson, however, the end story may be different.

MetaGrowth can help you find the perfect sales methodology

As you’ve seen, there’s no one-size-fits-all methodology that works for everyone. You may have to experiment for a long time, trying, failing, and learning from those failures until you find the best sales methodology for your business.

Of course, outsourcing the task to an experienced venture makes the process easier and gives you time to focus on the bigger picture of building your company. MetaGrowth is one such venture.

MetaGrowth co-founders, Josh Hirsch and Joe Arioto, leverage over 30,000 hours of consulting and coaching expertise in the sales niche to provide proven strategies for hiring, training, and maintaining sales teams. Basically, they’ve done all the trial and error of finding the right sales methodology, so you don’t have to.?

Want a sales methodology that sets your sales on auto-pilot? Contact MetaGrowth today to learn how to choose the right sales methodology.