Cutting Through the Fog: A Clear Guide to Choosing the Best Sales Methodologies

How Sales Methodologies Are Like a Thick Fog

Imagine you’re on a hike. You’ve reached the summit, expecting a breathtaking view, but instead, you’re greeted by an all-encompassing fog. This is what navigating the world of sales methodologies can feel like. For beginners, professionals, and even seasoned sales leaders, the ever-changing landscape of “best sales methodologies” can obscure the path forward. Let’s step into this mist and unpack why sales methodologies can be positively guiding, but sometimes equally perplexing.

The Right Way to Sell: Good Luck Finding It

Sales beginners are often plagued by the question: What is the right way to sell? Here’s the secret: the right way is any way that works, and the wrong way is any way that doesn’t. Yet, sales managers, trainers, and book writers repeatedly position their methods as the answer. Spoiler alert: there is no universal formula.

Sales effectiveness depends on countless variables - your industry, the product, the sales rep’s personality, and the team’s culture to name a few. While a particular strategy might catapult one rep to success, it can just as easily derail another. Sales training programs tout “proven” methods, but the reality is that success in sales isn’t so linear.

The lesson? Flexibility is key. Rather than searching for a definitive “right way to sell,” sales professionals should focus on developing their ability to adapt. When applied rigidly, even the best sales training can become less about growth and more about stifling creativity. Sales methodologies should be guidelines, not commandments.

Why “One Size Fits All” Sales Methodologies Fail

Sales methodologies are like diet plans: everyone has their favorite, but not every plan fits every person. Take popular frameworks like SPIN Selling or Challenger. Each has its merits, but when applied universally, they can lose effectiveness. I cringe when I hear a person speaking of one particular sales methodology as if it were sent from the heavens above.

Sales methodologies are tools, not doctrines. They’re designed to guide sales reps, but success depends on how, when, and where they’re used. A consultative approach might resonate in one scenario, while a more aggressive tactic could be necessary in another. Blending methodologies often yield the best results. For example, a company could borrow SPIN’s questioning techniques and merge them with Challenger’s insights for a custom approach.

Instead of religiously adhering to a single method, the best sales professionals know how to cherry-pick. Sales effectiveness thrives in environments where innovation and flexibility are prioritized over blind allegiance.

The Fog of Fluidity

Sales concepts such as methodologies are inherently fluid. They’re like fog: constantly shifting, shapeless, and influenced by external conditions. Some popular sales methodologies are iterations of older frameworks dressed up in buzzwords and hyped by charismatic presenters.

Sales training programs often package strategies as black-and-white content, glossing over the countless variables that influence sales success. But seasoned sales professionals know better. They’ve seen so called “proven” methods falter under different market conditions or leadership styles.

For those entering the field, this can feel overwhelming. The trick is to embrace the uncertainty. Like navigating through fog, selling requires adaptability and a willingness to adjust course as conditions change.

“But I Read it in a Best-Selling Book”

Enter the world of best-selling sales books. Each year, a parade of “new sales concepts” hits the market, repackaging old ideas with fresh jargon. While these books often offer valuable insights, they’re far from infallible. Ironically, some of these works can be sales pitches themselves, designed simply to make money.

Consider this: just because a book has “Best Seller” stamped on the cover doesn’t mean it’s groundbreaking. For sales professionals, the challenge lies in discerning timeless wisdom from fleeting trends.

Instead of treating books as bibles, approach them as resources. Extract useful elements, but be careful dumping your faith into any single author’s opinion. The best methodologies often emerge from combining insights across various opinions and sources.

Chasing Shiny New Things

A common pitfall for companies and sales teams is chasing after the latest sales trends. It’s easy to get caught up in the allure of new sales concepts, especially when accompanied by compelling success stories. But the truth is, some innovative ideas are a little on the gimmicky side, and sales professionals need a keen eye to identify them. This also applies to software and platforms, but that’s an entirely different blog post.

This endless chasing cycle can leave sales professionals feeling pressured to constantly upgrade their skillset, often to the detriment of their performance. Instead of jumping on every new bandwagon, focus on developing a solid foundation of core skills. Layer on new techniques as they align with your needs, but don’t let novelty distract you from the fundamentals.

The Role of Personality in Sales Methodologies

One of the most overlooked aspects of sales methodologies is the salesperson’s personality. A methodology that works wonders for an extroverted, high-energy rep might fail miserably for someone more introverted. Similarly, a firm, high-pressure approach could alienate clients who value a softer touch.

When deciding on the best sales methodology for your company or team, it’s wise to keep compatibility top of mind. Does the methodology you are considering go well with the personalities and culture of your sales team? The mix of personalities can change over time through sales rep attrition, but culture has more staying power and should be a factor in methodology decisions.

List of Sales Methodologies

There’s no shortage of proclaimed top selling methodologies. Here’s a list of some of the most common that are used around the world today. You can do your own research for a deeper dive, but as you wade through the specifics of each, don’t be surprised if you are drawn to the conclusion that some of them have strong similarities, despite how they are packaged and pitched.

• SPIN Selling

• Sandler Selling System

• The Challenger Sale

• MEDDIC

• Solution Selling

• Consultative Selling

• SNAP Selling

• N.E.A.T. Selling

• Value Selling

• Gap Selling

The Final Word: Embrace the Fog

In the ever-changing landscape of sales, clarity is a rare commodity. But that’s not necessarily a bad thing. Sales isn’t about finding definitive answers; it’s about navigating uncertainty with confidence. The best sales professionals thrive not because they’ve mastered a single methodology, but because they’ve learned to adapt.

Whatever concepts and methodologies you choose to work with, honesty and professionalism must remain non-negotiable. A sales methodology that works is still nothing without integrity. Assuming integrity is a non-issue, go forward, embrace the fog, experiment, learn, and don’t be afraid to forge your own path.