18th December 2018 | Nick de Cent
In this series of articles we look at some of the most popular sales methodologies.
What’s the difference between a methodology and a process? In sales, the methodology is the application of general – possibly universal – principles to the way we approach a component of the sales cycle albeit that it may also be contextual. A process, in contrast, is usually more specific – probably unique to an organisation’s market positioning, offerings, and culture.
There has been an abundance of sales methodologies down the years but only a few have stood the test of time. Here we start with the daddy of them all – SPIN Selling – which was developed by renowned researcher and Journal editorial board member, Professor Neil Rackham.
Founded on research
SPIN Selling is a proven technique (founded on research) designed to help sell high-value solutions (products and services) in a business-to-business context.