Sales is pretty hectic process. There is no set system of rules you can follow since its unpredictable. This often happens because customer’s journey and need is unreliable. You have to adapt to their changes and formulate a plan accordingly. This is where sales process comes in. Furthermore, to ensure the process is carried out smoothly you need a set of guidelines which is the sales methodology.
Alright, I know I just answered the question as to why you need both of them but hang on. In this article, you will read about the following:
- What is sales process?
- What is sales methodology?
- Examples of sales methodology
- How are they different?
- Why do you need both of them?
What Is Sales Process?
As the proverb goes “Sales is a number game”, it indeed involves several steps which provide an outline of your sales reps. It approximately involves 5-7 steps which begin from identifying prospects to closing a deal. It is pretty nerve-racking since you can never estimate a set number of leads you start with and how many sales deal you will score. It’s always a guessing game.
But is it really effective? Yes. According to the studies performed by the TAS group, it is concluded that 70% of companies that adopted a well-guided sales process performed better than the companies that didn’t. In addition, Harvard also concluded that 28% of companies that have standardized sales processes excel over those that don’t have one.
What Is Sales Methodology?
Whereas the sales process is a roadmap of how to perform a task, sales methodology is a set of principles that guards the process to give maximum efficiency. It states what method should be adopted for each sales step so that you can identify and eliminate problems as well as attain maximum benefits.
In easy words, sales methodology is nothing but actionable how-to guides behind a sales process that bridges the gap between each sales rep while keeping in mind the mind of buyers and prospects.
Examples Of Sales Methodology
Unlike sales processes that are unique to each company, sales methodologies are publicly accessible and applicable. They are developed by different vendors and consultants. In fact, the first methodology was developed by Xerox in 1970 which was later named the ‘needs satisfaction’ approach. It bagged major success and was later used by other companies under the name ‘professional selling skills’. Below are few examples of sales methodology:
1. SPIN selling
SPIN stands for:
- Situational questions that analyze the current situation of the prospect
- Problem-solving questions that explore the issues they face and the motivation behind their quest for solutions.
- Implication questions that explore the consequences of not addressing the issue.
- Need-payoff questions that force them to consider what the ideal situation would look like when the problem is solved.
SPIN selling guide uses the approach of guiding the prospect into discovering your product or service as the solution to their problem.
2. N.E.A.T Selling
N.E.A.T stands for:
- Identifying the need of a prospect
- An economic analysis of the impact of implementing change versus inaction.
- Possessing access to decision-making authority.
- A decision needs to be made within a timeframe.
As a customer-centric lead qualification tool, NEAT helps sales managers gain in-depth knowledge of prospects’ needs.
3. SNAP Selling
This approach helps you to place prospects in a more value driven and meaningful manner. It stands for:
- (S)imple outlay
- I(n)valuable
- (A)lignment
- (P)rioritizing
What Is The Difference Between The Two?
| Sales Process | Sales Methodology |
| Superset of sales methodology | Subset of sales process |
| Governs the entire sales cycle | Governs a smaller segment of sales cycle |
| Answers the question ‘what’ | Answers the question ‘how’ |
| Different sales process for different business | Various businesses use similar sales methodology |
| Immutable | Dynamic and varies according to situation |
Why Use Both Sales Methodology And Process ?
In spite of the differences between sales methodology and sales process, there is a common goal between the two: to drive sales and make them more efficient. Methodology guides the sales team. Therefore, they cannot exist in a vacuum and are two sides of the same coin.
In order for the salesperson to deliver results that align with organizational goals and grow businesses, the two must work together.
Are you looking for help implementing a sales methodology for your sales team? Book an appointment with us today!