Top Sales Framework for Your Business (Part?1)

It is one thing to make a sale, it is another to identify a system/framework that scales and delivers repeat sales. Today, we discuss some of those frameworks that bring guaranteed success. So, that you can find some certainty in all the chaos.

So let’s dive right in!

SPIN Selling

First described by Neil Rackham in the ’80s in his book, SPIN Selling basically involves the concept of questioning as the foundation for selling. The acronym SPIN stands for

• S — Situation
• P — Problem
• I — Implication
• N — Need Payoff

During the Situation stage, sales executives should ask questions like “Do I understand this customer’s process?” or “How do you currently manage X?” This can help better prepare you to move on to the Problem phase.

During the Problem stage, the goal should be to make the prospect point out his/her own problems. They should take ownership of the issues and start to think about how much trouble these issues are causing. We all have pain points that bother us subconsciously, and this stage brings out those issues to light in hopes that the prospect will want to resolve them.

The Implication phase helps the prospect to see the implications of their problems. If the issue isn’t resolved, what will happen? Your questions at this point shouldn’t be self-interested but should promote a genuine empathy and desire to help and understand, not sell.

At the Need/Payoff stage, your prospect will recognize the benefits and value of your product before you have a chance to tell them if you’ve done your job well.

Even though this method is 30+ years old, it’s still very effective because it asks non-pushy questions that tell sales executives exactly what the prospect needs.

Sandler Selling System

Another one of the oldest yet effective sales methodologies still in use today, the Sandler Selling System is based on customer buying behaviors and not on some processes. When executed correctly, the buyer believes they are trying to pursue the deal, resulting in a very non-salesy transaction.

The initial contact is more like a casual conversation. Objections are a first hurdle instead of a final surprise obstacle. Once they’re revealed, sales personnel have a clear idea of whether the solution is right for the targeted buyer or not.

Below are the basic stages of the Sandler Selling System:

1. Build and grow the relationship. Successful selling starts with a good rapport with the prospect. You need to display a genuine concern for the well-being of the customer.
2. Qualify the prospect. Before you start selling, you need to make ensure that the prospect is qualified for you to sell to. Not everyone will be a good fit for your product or service, so find out if they are a good fit for you to sell to and if not let them go.
3. Close the deal. Prospects that make it past the second stage have a strong chance of closing. At this point, you should focus on the challenges you initially talked about to keep the conversation on track.

This framework can be an immense time-saver for sales personnel since it eliminates bad deals early on in the cycle. You don’t end up spending as much time on prospects that wouldn’t close.

Sales are hard. So, we really hope this was helpful. Please go on and share it amongst people whom you feel can benefit from it.

For professional expertise to discuss sales frameworks most relevant to your business please feel free to contact my team at +91–8882132258 or drop a mail at [email protected]. My team will respond to you promptly.

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