Next, we’ll quickly summarize some of the most popular sales models, then walk you through how you should choose the right approach for your business. It doesn’t mean they aren’t useful, it just means you should be wary of trusting what you hear about any specific sales approach. Unfortunately, this means many of the sales approach examples you’ve heard of are really products being sold to you. These selling models include SPIN Selling, The Challenger Sale, SNAP Selling, Conceptual Selling, Consultative Selling, and many more.

Most of the most popular ones are trademarked and were created by sales consultants and trainers, who wanted to define their own signature approach. There are many different sales approaches, and we list the best sales models in this section. Or you may want to use different methodologies for different stages of the sales process. You may want to use the same methodology throughout the sales process. A methodology describes the approach you use for each stage of the process. Typically there are seven stages to a sales process, from prospecting to closing and follow up. You need both a sales methodology and a sales process, and the two should work together.Ī sales process documents all the stages you go through to make a sale. What’s The Difference Between a Sales Methodology and a Sales Process? On the other hand, if you have a small number of standardized, low-cost products, you may want your reps to be transactional, helping clients choose between two or three solutions they’ve already shortlisted. If you have a complex mix-and-match product range, then you might, for example, want your reps to act as consultants, helping the client find the best bespoke solution. The best methodology for you will depend on your market and your business. If it’s working well, all your reps should be approaching clients with consistent style and messaging. It offers a framework for how your rep should approach the client and win the deal.

It defines how you should approach prospects and the kind of things that you should say to them. It’s a philosophy of selling, often based on a particular belief about customer psychology. Final Tips for Choosing a Sales MethodologyĪ sales methodology is a set of rules for how you sell your products or services to customers.What’s The Difference Between a Sales Methodology and a Sales Process?.No matter what field you’re working in, staff need structure and guidelines – as in “sales methodology” – to follow so they know how to approach the sale, and so they can work in harmony to present consistent messages to the prospect. One of the key principles for sales success is to have a clear set of rules and philosophies your reps can follow.

Blue sheets sales process