The consumers of the modern era are quite well informed, in addition to being the busiest. They do not have much time to listen to the stories of the sales representatives and get fooled by them. This perspective makes selling more challenging for the salespeople. They need to amend their practices and offer more value and solution-based options to the consumers to secure the sales. This is where the sales methodology comes to their support.
What is Sales Methodology?
A sales methodology is the set of rules, principles and guidelines that direct the sales representatives which approach they should use to target a specific customer and win their favor. In other words, sales methodology provides guidance about suing selling techniques at various stages of the sales cycle to achieve the end result of deal closure.
Dig deeper into this article to explore a comprehensive guide about sales methodology.
Top 7 Types of Sales Methodologies Your Sales Team Should Know
Securing repeatable, scalable and measurable sales is the biggest objective of every business organization. However, it is not achievable if the sales representatives are not skilled and well trained and only stick to a single practice. Using a wide range of sales methodologies is even more crucial in diverse societies like the UAE to appeal to the target audience. It is only possible when you are aware of the distinctive types and their functionality.
Here are the top types of sales methodologies your sales team should know about.
1. Conceptual Selling
Conceptual selling is a unique selling methodology in which the main focus is on selling an idea instead of a product. The sales representatives utilize active listening skills and empathy to explore the needs and desired outcomes of the customers and then provide them the perfect solution. This methodology is effective but requires expert skills, which prompts most organizations to get the support of a sales company in Dubai and provide better solutions to their target audience.
2. Customer-Centric Selling
As the name suggests, the customer-centric selling methodology stresses connecting with the customers on a personal level. The sales representatives often indulge in deep and meaningful conversations with the prospects and identify their needs through the discussion. Once they have a clear idea about the customer’s needs, they offer the specific solution accordingly.
3. Consultative Selling
Consultative selling is another unique type of selling methodology that is used in the case of selling complex products and services. The target population is usually not aware of the need and use of the product; therefore, they think they do not need it. On the other hand, the selling agents have the responsibility of educating the customer about the need and use of the product by showing them how it can support them. They have to convince prospects to buy it.
4. Solution Selling
Solution selling is one of the simplest selling methodologies. By using this methodology, the sales representatives have to sell the product to the users who face the problem that can be solved through the product. The basic idea is that the buyers are aware of the problem and are looking for a solution. The sellers have to provide the solution by convincing the buyers that it is the best.
5. Transactional Selling
Transaction selling is another seemingly simple selling methodology. This methodology focuses on speeding up the sales cycle and moving the prospects from one stage to another, ultimately achieving the target of faster sales. The sales cycle and process often take months. Transactional selling aims to shorten the time span and achieve more sales in a limited time.
6. Inbound Selling
Inbound selling is the selling methodology that stresses keeping the prospects engaged till the deal is closed. It focuses on using digital and social media, websites and emails to educate the buyers about the product or service and impacting their final decision of closing the deal. It helps the representatives to align their service with the need and requirements of the buyers.
7. SPIN Selling
SPIN selling focuses on questioning the prospects about their situation, problem, impact and need related to product or service. The aim is to identify the requirements and needs of the prospects and then providing them the solution that fits best the scenario. Such a selling boosts the trust of the prospects as they often get tailored solutions. You can also hire a sales company in Dubai and let the trained agents provide SPIN selling solutions to your target audience.
Pick the most suitable methodology and incorporate it into your practice!
Now that you have explored different types of selling methodologies, you must have identified the one that suits best your practice and goals. So, pick the one that offers the most value and incorporate it into your practice to achieve higher selling scores. If you are not an expert in the field, consult selling professionals to optimize your selling process and scores.