Solutions or outcomes?
22nd May 2020 | Bob Apollo
Bob Apollo on Sales Methodologies
In recent articles in this series, I’ve taken a look at some of today’s most widely adopted B2B sales methodologies. Many sales methodologies (in the interest, no doubt, of selling more books and training courses) claim to have a uniquely effective approach. Yet, and perhaps inevitably, each methodology has its strengths, weaknesses, and blind spots. None of them can credibly claim that they offer a universal “one best way”.
Of course, it’s almost always the case that adopting a relevant methodology is better than not having a process at all. But choosing to only ever drink one brand of Kool-Aid is rarely a healthy long-term strategy. Some of the most effective sales leaders I have worked with have taken elements of different methodologies and combined them to create a pragmatic framework that works for their environment.
They might, for example, choose to combine an awareness of the SPIN question types with some of the Sandler conversational techniques and, where appropriate, apply Challenger tactics to introduce new perspectives to the customer. They could also incorporate Miller-Heiman’s approach to stakeholder assessment and use one of a number of opportunity qualification frameworks.