Sales -Is it a Nightmare - Part-3-Sales Methodology

Sales -Is it a Nightmare - Part-3-Sales Methodology

In the previous article, we discussed the need to have a sales process, in this article let us focus on understanding the need to have a sales methodology that will help the customers to see value in what is sold to them.

Before we get into the need for having a sales methodology, let us reflect upon the following quote

Customers have a method of buying, matching their method with our sales process is a key to addressing their needs

What is Sales Methodology?

A sales methodology is a framework that outlines how a salesperson approaches each phase of the sales process. While a sales process maps out a sequence of stages required for success, a sales methodology introduces discipline through a system of principles and best practices that translate into seller actions.

Sales methodology explains the “how” and the “what” behind the process, whether it is preparing for a sales call, analysing an opportunity or upselling a large account. It connects the process to your customers’ needs and provides a roadmap for how to navigate each stage.

The first major development in professional sales methodology happened in The 1970s when Xerox developed Professional Selling Skills® (PSS), a framework that empowered its sales force to win deals in an increasingly competitive copier sales environment. With PSS, Xerox created a methodology that introduced a “needs satisfaction” approach to sales.

Sales methodology is organisation dependent, ask yourself what your sales methodology is and how is your methodology helping you to address your customer’s needs.

M.L. Narendra Kumar

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