Customer centricity is the key to sales; everyone knows that. But did you know that there are nine sales methods to choose from? Emma Brudner, writing for HubSpot, says that, “In sales, finding that “sweet spot” is a matter of identifying the sales methodology that best suits your business at a specific point in the sales life cycle. Figuring it out can be the difference between closing and losing a deal.” Here are a few you can choose from.
Sales Method Examples
The first sales method Brudner recommends is SPIN, which stands for the four types of questions you should be asking your prospects:
- Situation questions
- Problem questions
- Implication questions
- Need-payoff questions
By asking questions about your prospect’s current situation, you will learn how they are currently functioning and what could be done better. Problem questions spotlight the main issue at hand that you feel your products or services could help the prospect solve. The consequences of leaving the problem unsolved are what implication questions help identify. Lastly, need-payoff questions ask the prospect to think about how solving their problem would help their company as a whole. By just asking these questions, you have not only helped the prospective customer realize how dire their situation is, but have also given them hope and excitement about what you can do for their company. You should also take the time to think about their questions for you, as well.
The SNAP sales method is more about helping you connect with your prospective customers by bringing both of you to the same level. SNAP stands for keep it SIMPLE, be INVALUABLE, always ALIGN and raise PRIORITIES.
Simplicity helps your prospects better understand your product or service and how exactly it can help them specifically. Simplicity leads to understanding which leads to comfort. The more comfortable a prospect is with what you are selling, the more likely they will be to buy it.
You know you are invaluable. You need to help the prospect realize that fact, as well. Once your client better understands your product or service and how it can help, drive home the fact that you are the expert who can make sure everything continues to run smoothly for the client, both now and in the future.
Align with your prospective customers. Make sure that you agree on the details of their needs and what they expect from you. If that is clear, there will not be any unhappy surprises in the future.
Priorities: Again, you need to make sure you know what is most important to your prospect. Learn what they need from you and ensure them that you will respond accordingly.