What if I told you every sales methodology works if you master two simple things? Spoiler: It’s all about value and leadership. Let’s dive into how to make sure your methodology works…
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MEDDPICC, Spin, Sandler, Solution Selling, Customer-Centric selling, Challenger selling…
It doesn’t matter what sales methodology you use, they all work.
That is the secret.
I am completely sales methodology agnostic because I’ve seen them all work as long as they’re legal, moral and ethical.
They all work as long as two things happen inside your organization.
And this is where I see methodologies fail.
One, your sales rep from leaders all the way down have to understand and believe in the value.
Every single one of those solutions relies on the fact that you understand the value, the results that you bring to the organization, and can operationalize those wide and deep through the organization in a way that differentiates you from the competition.
And so the beginning of that training always has to be focused on value creation.
And what’s important to each one of your stakeholders.
Second thing that has to happen inside your organization is the leaders need to reinforce it through training.
Far too often I see everyone go through these training exercises.
And then when it comes to coaching, especially deal level coaching, leaders don’t ask what steps have been followed.
They don’t ask their sales reps invocation questions.
Have you identified the decision making process? Have you identified the economic buyer? Have you identified the paper process or the solution? Have you created a contract to move forward? Whatever language it is that you are being used, they’re being asked to use – sorry the deal forward has to be continued through the coaching.
If you are rolling out Challenger training, as a leader, you need to be asking have you created constructive tension? Have you reframed? What is the commercial insight you’re bringing to this customer? If you as a leader, aren’t reinforcing the skills and asking people to implement, they will go back to their old ways immediately and you will have another sales methodology roll out that is failed.
Don’t forget to check out: Handle Objections like a Pro!