Is it hard and fast that you are one or the other? Of course not but, it does help when look at Sales team dynamics. The Challenger Sale really hit home with me. I used to have all my sales teams read it a discuss it. The Five Sales Rep profiles model always interested me…. The Challenger Sale: Making clients really think.
Customer Centred Selling: similar to SPIN.SPIN: an approach for Relationship selling.Relationship Selling : such as business-to-business selling.Since then there have been hundreds of Sales methodologies developed, some target specific areas sales some examine the whole Sales piece, you might recognise some of these. In 1985 Sales consultants Robert Miller and Stephen Heiman released the book “Strategic Selling.” The book delved deeper on the needs satisfaction approach of PSS (Professional Selling Skills) developed by Xerox in the 1970s, equipping sales teams with a methodology for managing complex sales processes. Some of you may remember the ‘Blue sheets…’? I used it for quite a while and an put it to good use but I found over time it began to feel old, so I looked for something new. When I first moved into B2B sales, I was trained in the Miller Heiman process and methodology Professional Selling Skills and Strategic Selling. In practice, a Sales methodology is your Sales team’s DNA. It equips them with a practical, scalable and repeatable framework for delivering results. You may have subscribed to a particular method, you may even have invented your own The process plots out the sequence of stages, our methodology brings the discipline & techniques, the principles & best practice. Our Sales methodology outline how we approach each phase of our Sales process. We all had one, it may have morphed over the years and no doubt you moulded it into your own version and style, but we all started somewhere and had some grounding. What is (or was) your Sales Methodology? Not your process…your methodology?
0 kommentar(er)
