Do you know the SPIN selling sales methodology? And Challenger Sales? These are some of the winners in the commercial world today. Discover its benefits in this post!
Choose among so many sales methodologies for your company to apply, and now, how to do it?
We cannot deny that choosing one among many is essential for a company’s commercial success. And that’s not just important for selling. It serves to know how and how much you will be able to earn in the medium and long term – which is vital for those who plan to grow within their business area.
[Thrive leads id=’24200′]
Your company’s goal is to close deals and you know it. But it is necessary to do this in the right way, with processes and organizations always attentive to what is needed in terms of its customers.
More than that, your sales methodology must also be in accordance with the values and objectives you identify in your business.
Especially SPIN Selling and Challenger Sales, together Selling Lean Selling, Solution Selling and SELL are possibly the main sales methodologies that you can use within your company.
In this article, learn what they mean and how they can be applied to establish a basic sales routine and leverage your growth.
But, we don’t stop there. We’ve listed a few more methodologies that might fit your business.
Discover two of the most effective sales methodologies today
A sales methodology suited to your product or service makes a huge difference in your business strategy. This is especially true if it is among the most recognized and proven effective, such as SPIN selling and Challenger Sales
This means that there is no best sales methodology, but the ideal one for your product or service. To start with, we’ve separated 2 of the most effective sales methodologies that exist:
SPIN Selling is the sales methodology based on four words:
It is suitable for complex sales and consists of steps that guide the customer in decision-making. Instead of convincing him, it seeks to bring him to a favorable conclusion. With the help of technology to manage information, the methodology has an even greater potential for results.
The method was disseminated by a book by Neil Rackham whose title bears the name of the methodology, a reference to the questions that should be asked of the client to help in decision making.
These are questions such as: Situation, Problem, Implication, and Need-reward — which form the acronym SPIN. Let’s see a quick description of each one:
- situation questions: investigate the situation experienced by the client;
- problem questions: raise the prospect’s core problems ;
- implication questions: emphasize the consequences of not solving the problem;
- Need-reward questions aim to create a new perspective, elaborating a situation with the problem that is solved.
At the end of the process, the customer has the feeling that he was the one who found a solution to the problem. The purchase action occurs as a natural consequence of applying the SPIN Selling phases.
Challenger Sales is based on a survey of the profile of salespeople according to their results.
The methodology became known through the title book “The Challenger Sales: Take Control of the Customer Conversation” (2011), released by the research authors, Matthew Dixon and Brent Adamson.
In the investigation, the authors concluded that the shopping experience is crucial for good results in the sales process. This represents the satisfaction with the sales process that influences the choice of product or service. Furthermore, it is already being determined in preliminary details before the initiation of the process.
The authors also looked at 5 profiles of sales professionals and identified one of them as the most efficient. This does not mean that all salespeople act all the time according to a profile, but that there is a predominance of one of them in every professional. Let’s see the profiles:
- relationship builders: focused on relationships, seeking to meet all customer needs;
- hard worker: values discipline and is very focused on productivity;
- lone wolf: acts in its own way in the sales process;
- reactive problem solver: understands the customer’s problem and strives to deliver a solution;
- Challenging (challenger): seeks to lead the customer by taking control over the process and demonstrating their understanding of the customer’s business. But not aggressively.
The study showed that the best salespeople (challengers or challengers) apply their sales methodology with a safe and guiding behavior, which educates the customer by demonstrating new perspectives, proposing approaches that the customer does not know and positioning themselves according to their interlocutor.
This method occurs naturally and comfortably for the customer, without aggressiveness but without passivity, that is, the seller does not agree with everything the customer says and is not afraid to “confront” their opinion, but knows how to do this without creating conflict.
What is the best sales methodology for my company?
It is not easy to define which of the sales methodologies your company will adopt. It will depend a lot on the dynamics of the commercial process, but, essentially, the profile of the ideal customer, the solution offered and, of course, the market in which it operates.
So, check out other sales methodologies that might make sense for your business.
“Create more value for customers using fewer resources”. This phrase, almost a mantra, sums up Lean Selling well. In other words, it is the sales methodology that seeks to maximize the customer experience in relation to what your company offers. Therefore, “create more value”.
As for “using fewer resources”, don’t understand it as a cut in funds, but rather:
- Eliminate all the waste of what does not generate value for the customer;
- Reallocate funds and empower those who help build value;
- Invest and work on continuous improvement.
Selling more for less is the ideal scenario, certainly. In addition to being one of the sales methodologies, Lean Selling can be seen as a change in attitude in the way of doing business, something that helps in controlling sales.
So, when applying these ideas to trying to close a deal, your sales team should focus only on what helps show the benefits of what you’re selling. Anything that is not in this sense must thus be left out.
Discover 5 tips for you to create a healthy sales routine within your company.
Also known as consultative sales, it is the methodology that focuses essentially on the customer experience. More than offering a product or a service to him, Solution Selling provides a solution for those who consume it.
For this, it is essential to base yourself on ideas such as:
- Isolate prospects from who is a potential customer;
- Demonstrate what solutions are possible;
- Provide evidence that the solution offered works;
- Post-sales as a way to ensure customer success and sell more in the future.
In this sales methodology, the salesperson (a true expert in the field) uses a more individualized and personalized approach. This ends up making the service and the consequent problem solving more assertive. From this, a trust relationship is generated.
Seller has to sell. Is your sales management process correct?
Think of a simple acronym, in English, to understand it.
- S how feature (show features);
- E explain advantages (explain the advantages);
- L eat into benefits (lead to benefits);
- L let them talk (let the customers talk).
This is perhaps the simplest sales methodology we have brought and maybe that makes the task of how to be a good salesperson within this model easier.
Unlike what we saw earlier, this approach already suggests exposing the features you have – features of your product or service, demonstration of how it works, for example. This is the S. Afterwards, it is up to the seller to detail the product, exposing the advantages that a customer in the acquisition. This is the E.
Then, from the advantages previously exposed, your sales team discusses how what you are selling can impact the customer’s life. This is the first L. Finally, the salesperson should encourage the customer through questions to talk about the needs and how he believes his product will benefit him. This is the last L.
Learn how to structure the sales sector and the role of technology in this mission
BANT is a “modern” way of identifying potential Saabs customers and is used in markets that work with planned purchases. It is based on 4 macro criteria to analyze the compatibility between those who buy and those who sell:
- B budget (Budget) – the customer has the financial means to buy your product or service?
- An authority – does the person your salesperson is talking to have the decision-making power in the purchase?
- N eyed (Need) – Does the product or service really solve the problem the lead has?
- T timeline – in a period of how long does the customer want the solution you sell to be up and running?
The AIDA sales methodology represents 4 steps that the lead needs to go through to finally become a real customer. Basically, this is a technique that analyzes how your conversions take place. Then,
- The attention – to gain the attention of your page visitor so that they notice the offer. Colors, size and positions of page elements are important, in addition to a good CTA;
- I terse – the information on your website should show the visitor that you have what it needs. It is necessary to communicate that your company meets his needs;
- D sago – at this stage the client looks effectiveness of samples of your product or service. You have to offer proof that he can trust you;
- The action – this is the conversion phase. If you have completed the initial steps correctly, it has everything to happen naturally.
Don’t understand any of the terms we use in this article? Access our glossary of sales terms and don’t get lost anymore!
GPCT is a formula for accelerating sales was created by Mark Ruberg, former CEO of Hub spot. To understand what this sales methodology is, let’s go to the meaning of its initials:
- G oils – what are the company and lead objectives? Are the same? In general, they are cost reductions, higher revenues and risk reduction;
- P lanes – what is the plan to achieve goals and objectives? What needs to be done? Don’t ignore what went wrong and what went right before;
- C challenges (Challenges) – what are the barriers that hinder the sale? Can your company help the customer? Will the customer accept help? This is the way to break down barriers;
- T Timeline (Timeline) – which run to the goal be achieved? How was it drawn? The salesperson here must know if the lead goes into the sales pipeline or needs more time.
In addition to the ones we covered, you can consider other alternatives and sales techniques as well. Or it may be interested in other methodologies such as Customer Centric Selling, Consultative Selling, Solution Selling, and Concept Selling – which we will cover in other opportunities.
Or maybe, then, the Growth Hacker Method, which is a professional who seeks to create synergy between marketing and company departments, with the aim of improving customer acquisition.
Whichever you choose, use a sales CRM to organize and streamline your sales process. By the way, about that. We need to talk about the impact of technology on sales methodologies.
How is the digital world transforming sales methodologies?
If we compare the way companies deal with their sales methodologies today with the strategies used a decade ago, it becomes evident that technological advances and digitization have brought great evolutions for several sectors.
The means of prospecting customers, generating leads, negotiating contracts, closing deals, among many other aspects, were completely influenced by the digital culture we live in today.
Therefore, it is necessary to understand the impact of technology and the connected world in the application of any and all sales methodology.
Mobile technology is one of the most innovative solutions not only for the sales sector, but for society in general.
The possibility of closing contracts without both parties being physically present in the same place eliminates a series of problems that, a few years ago, were part of the daily lives of companies and could affect business productivity.
Today, meetings can be held via conference via smartphones or tablets, connecting people from different parts of the world at the same time. In addition, sales representatives can manage their processes remotely, sending quotes, quotes and information to their customers via a mobile device.
Prospecting becomes more efficient, since the sales professional does not depend on an office or physical environment to work and has complete freedom to visit potential customers during their work hours.
A CRM is a technological tool that has been acquired by companies from the most varied commercial segments to perform, mainly, the automation of operational tasks and activities.
In other words, it is a data management software that can increase productivity, as it is capable of carrying out processes with autonomy and efficiency.
Thanks to digitalization, it is possible to integrate the SPIN selling technique with a CRM system and obtain great results with the company’s Cold Call 2.0. This tool:
- offers agility in data integration;
- favors analysis for decision making;
- enables the evaluation of SPIN Selling processes;
- Analyzes the results of sales management.
Used to prospect customers, generate leads, retain consumers, spread content and even to strengthen after-sales, email marketing is a tool that has evolved as sales methodologies change over the years.
Many companies have bet on this resource to leverage their sales results, integrating the Challenger Sales concept in their dissemination and prospecting strategies through email marketing.
The boldness of a Challenger Sales and their understanding of the customer profile are aspects that can be used to create pieces and campaigns that provoke the consumer, arousing their interest in the product or service in question.
What are the consequences of these changes in sales methodologies?
As you’ve seen so far, sales methodologies evolve as technology advances and creates solutions for operational procedures.
Considering that we live in a digital age and that technological advances are increasingly frequent and present in the corporate environment, the level of competitiveness tends to become increasingly fierce.
To keep the company productive, prepared to deal with its competitors and ensure a good position in the market, it is necessary to implement a culture of innovation in its business. In this way, you can follow all industry updates and subscribe to tools and resources that optimize your sales transactions.
So, how can we help you?
We invite you to read an article that discusses some sales tips to apply in your daily business.