Helping you to develop a sales methodology
Whether the interaction is transactional or emotionally driven we can help you develop the sales methodology that suits your target audience. Depending on what school of thought you may have been brought up on, Relationship Selling, Partnership Selling, Needs Based Selling, Solution Selling, Transactional Selling and Being the Expert are just a few of the terms which you may feel suit your needs.
My experience tells me that it is quite often a hybrid that is required. I do not follow one train of thought, opting to use a methodology which works for the situation, for the rep, for the prospect, for the product, and for the company.
Partnership methodology within the sales environment enables an ongoing relationship. This works great for higher value sales but may be overkill for low end ‘one off’ sales. Partnership can also be at differing levels, from a willingness to work together on one project versus an ongoing relationship. Partnership methodology requires the prospect to partner with the sales person to get the required result.
Relationship Model
Relationship Model within sales can be anything from supporter to expert. Know which one you need to be as relationships are varied. Sometimes the sales person is required to be the expert, other times to be the supporter. It is important to identify what type of relationship is required.
Needs Based Selling is useful but only to a point, this methodology states that a prospect requires a need to buy. While this is true to a point, they may also buy on a ‘want’, or a ‘whim’. Other ‘Needs’ based methodologies state that the ‘need’ is in fact a ‘need to change’. This concept has its place, it just needs to be applied appropriately. Combining this methodology with others such as 'Relationship Selling' can produce positive results.
Solution Selling is useful when combined with other strategies, this methodology requires a problem to be resolved by the solution. Often, the problem may not be directly related to the solution posed. An example of this is someone who feels that they have been missing out on life and decides to buy a sports car. Combining this with 'Being the Expert' can lead to the client feeling listened to and appropriately guided to a suitable decision.
Transactional Selling can be so much more than one transaction, sometimes the sale is purely a transactional one. However this doesn’t mean to say that the price has to be the lowest! I will work with you to show you how to add value to transactional sales situations. A relationship can form resulting in regular purchases and referrals. Share of wallet can also grow.
Sales skills training to suit what you are selling.
Service / Product / Concept selling all require differing sales skills. Many believe selling a product is much easier than selling a service. I see it the other way! Selling a product can be tricky as we tend to rely on it to do the selling for us, which is actually ‘order taking’! Products should take a back seat until the needs of the prospect are understood.