Why sales methodologies don't always work

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    08-Jul-2015

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DESCRIPTION

A brief look at why popular sales methodologies don't always work, and 5 tips on what to do about it.

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  • Richardlee63@icloud.com

    Whysalesmethodologiesdontalwaysworkand5tipsonwhattodoaboutit

    ManysalestrainingcoursesteachspecificmethodologiessuchasSPIN,RAINorAIDA.Salespeopleoftenfailtofindsuccesswhenapplyingtheseintherealworld.Thisisbecausetheyonlyworkincertaincircumstances.Allsalesopportunitiesfallintooneoftwocategories.

    1. TransactionalSalesCharacterisedby:

    Customerknowswhattheywantandisabletospellitoutclearly Customerwontusuallybudgefromit,evenifyoutry Customerdoesntwant/needyouradvice Interactionisusuallyshort Priceisset

    +Ve VeUsuallyaquicksaleorquickrejection NotmuchchancetobuildarelationshipNotmucheffortonthepartofthesalesperson Norealchancetonegotiate

    2. TransformationalSalesCharacterisedby:

    Adegreeofuncertaintyonthecustomerspart Customerwilllistentoyouradvice Roomtonegotiate,oftenonthingsotherthanprice Takestime

    +Ve VeOpportunitytoexplorethecustomersneedsandbuildarelationship

    CustomerdoesntalwaysbuyOpportunitytosellmoreandincreaseprofits CanbelotsofeffortforthesalespersonSuccessintransactionalsalesislesstodowiththeexecutionofasalesmethodologyandmoretodowithhowwellyourbusinessperformsintermsof:1. Qualityofservice/postsalesupport2. Price,relativetothecompetition3. Howeasy/convenientitistodobusinesswithyou4. Theuniquenessofyourproduct/service5. Thecustomersperceptionofvalue,createdinadvancebyyourmarketingteam