Embed Size (px)
DESCRIPTION
A brief look at why popular sales methodologies don't always work, and 5 tips on what to do about it.
Citation preview
Why sales methodologies don’t always work and 5 tips on what to do about it
Many sales training courses teach specific methodologies such as SPIN, RAIN or AIDA. Sales people often fail to find success when applying these in the real world. This is because they only work in certain circumstances. All sales opportunities fall into one of two categories.
1. Transactional Sales
Characterised by:
Customer knows what they want and is able to spell it out clearly
Customer won’t usually budge from it, even if you try
Customer doesn’t want/need your advice
Interaction is usually short
Price is set
+Ve ‐Ve
Usually a quick sale or quick rejection Not much chance to build a relationship
Not much effort on the part of the sales person No real chance to negotiate
2. Transformational Sales
Characterised by:
A degree of uncertainty on the customer’s part
Customer will listen to your advice
Room to negotiate, often on things other than price
Takes time
+Ve ‐Ve
Opportunity to explore the customer’s needs and build a relationship
Customer doesn’t always buy
Opportunity to sell more and increase profits Can be lots of effort for the sales person
Success in transactional sales is less to do with the execution of a sales methodology and more to do with how well your business performs in terms of: 1. Quality of service/post sale support 2. Price, relative to the competition 3. How easy/convenient it is to do business with you 4. The uniqueness of your product/service 5. The customer’s perception of value, created in advance by your marketing team
