Is There One Best Sales Methodology?

Ace Coldiron

I thought this might be an interesting topic for opinions and discussion. By "methodology" I am referring to both proprietary systems touted by sales authors and trainers, as well as processes that have been developed by advanced professionals who post here.

I will kick it off with my own answer which is: No, there is no ONE universally best sales methodology.

Marcus

How about SPIN Selling or (Xerox) Professional Selling Skills?

Ace Coldiron

How about them? Does that mean you believe that there IS one best selling methodology? In other words, would your answer be YES to the topic's question?

PTEZY

start off with Thomas A Freese secrets of question based selling, then get Thomas A Freese It only take 1% to have a competitive edge in sales,from there get paul cherry questions that sell,and last but not least get james w. pickens the one minute closers. These 4 books are the best sales books I think were ever invented,and just for added ability get tom hopkins sales closing for dummies. I would tell u I hope this helps u but trust me when u read the first 4 books you will definently understand why i speak so highly of them. Much success trenton/ptezy

PTEZY

i forgot a couple things also get the psychology or persuaion/influence by dr.Robert B.Cialdini and take some nlp courses to

SalesManagersCoach

Hi Ace


There are of course many ways to sell. First off though.....and very logical. The buyer has to want it. Always think about the wants first. Build a great relationship find out their values and then add value.....provided your product is relevant.

simple really.....though not always easy.

Best Wishes

Sales Managers Coach

Marcus

What do you suggest for the buyers who aren't at the point where they want it so much they will buy it now?

How will knowing their values be of help to the salesperson?

SalesManagersCoach

Hi Marcus

You pose a couple of interesting questions and very topical at the moment with the business and selling enviroment changing.

I have been involved in selling and sales management for over 30 years now and I have noticed when "things" have worked either for me or the teams I have managed. ( This now forms part of the consultancy work I do where companies really want to move the business forward.) So what I am sharing is based on practical experience

OK moving on:

If they don't want it now:

Lets be contentious here. If they don't want it now there are usually two things going on:

1. You have not found out enough about them and their situation. You have made assumptions or "pushed" to hard without building rapport and a relationship. ( more of that in a minute!)

2. If they really really don't want it now. Don't sell it to them, do it later. Focus on building a relationship create rapport. Give them some help and advice. This will accelarate your relationship with you and I guarentee that they will buy from you in the future. Its called reciprocity. It also build trust which people are only just realising how vital that is in organisations. ( A great book on this is Stephen Covey's Speed of Trust)

Its an innate human trait no matter who you are. If you "feel" someone has helped you and asked nothing in return you are more likely to buy from them in the future.

Dan Kennedy the marketing genius says, keep seeing people. Keep them on your contact list and warm ( there are great ways to do this...not for here or this response will go on forever!)

Eventually if you treat them well they will buy.


So how do values make a difference.

This is a love and passion of mine. Because our core values drive everything we do....and I mean everything. From the clothes we wear to the food we eat to our relationships and what we buy!

People use this great word Motivation. We can't motivate our customers or sales team. We can tap into their motivations ( for ease lets just say their values) and use this so we help them discover what the link is with our product.

Lets think of a simple example. If someone has a value about quality and having the best. In the UK they might go to Harrods or M and S rather than netto or woolworths. In the US Its Nordstrum rather JC Pennys. ( apologies if my spelling is off)

People buy because of a feeling. Sorry to inform people. People dont actually buy on logic. They may validate after. They buy on feelings.

These are great questions Marcus because when people really struggle with selling these are two fundamentals that really make a difference.

Know your customers values and build a relationship. The other of course is belief and mindset. Though thats for another day

Best Wishes

Sales Mangers Coach

DIAMONDSTAR

I am going to partially agree & disagree with Ace in that there isn't a single "methodology" that works for everybody because one shoe doesn't fit all, as well "no" just isn't in my vocabulary.

Whatever "methodology" you may follow, it all breaks down to a generic & simple 8 step format that can be used in any sales situation.

Greet, position, speak, tell, show, overcome, nudge, & add- on

Of course within this simplistic format, a lot of work has to be done between greeting & adding on ie qualifying, & trial closes

j.p.o

Gold Calling

I am writing a book on this topic.

Professional Selling Skills is a basics only course or was. It was solid, in terms of a foundation to work from, don’t get me wrong. But it lacked all prospecting skills, for starters, plus all advanced closing and other things like hot top use OBLIGATION.

SPIN (Huthwaite), while being the face of the only real sales research ever done, suggests that the close is a non event if you sell value, which those of us who knew how to sell before the book came out, know that this is simply not true - but again is a great basis for learning from.

Before I glance of SPIN, I want to make this remark;

the easiest way to see how SPIN was weal is through the eyes of the LOW REACTOR or INDIFFERENT customer, which is easily the hardest to deal with in any buying situation.

I have studied all the main schools of selling thought, some I like, some are hogwash (with an emphasis on most of those that are Internet based learning). But I have not found even one that I believe gets is right the majority of the time.

Clearly, my answer is NO.

The book will be announced here first, if Jeff is willing. Since it has taken me a year, I expect it will be revealing indeed.

I borrow from several sources, dating back to Carnegie and Nightingale. I resource Huthwaite (the organization started by Neil Rackham who wrote SPIN), love some of Edwards, use references to Og Mandino and Peter Burke. Lastly, I am a trainer in my own right.