However, when the lead returns to make a purchase, a second salesperson hits them with a hard sell, scaring them off.
Neither sales rep was in the wrong here, but something key is missing from buy sales lead this sales department's process: a sales methodology. Sales methodologies guide how sales teams engage with leads to ensure customers have a positive experience that aligns with the brand's goals and vision.
So, what exactly is a sales methodology, and what does each methodology entail?
In this article, we'll cover six methodologies to try and explain how you can implement them into your business smoothly.
What is a sales methodology?
A sales methodology is a collection of guiding principles that define how a brand wants salespeople to approach sales conversations with leads and returning customers. A sales methodology provides guidance on:
When salespeople should begin discussions around price, features, and use cases
Who should speak more in a sales conversation
Lead generation and nurturing
How salespeople should approach customers' pain points, problems, and potential solutions
Which parts of your sales process you can automate (and which you can't)
How customers should feel during sales interactions
What is sales methodology
People often confuse "sales methodology" with "sales process," though they are very different.
A sales methodology is an underlying theoretical philosophy people refer to for sales tactics and methods. A sales process outlines the individual steps leads take to buy from a particular brand.
"Brand" is key here, as you may use the same sales methodology as other brands in your industry. Still, your sales process will be unique depending on your product or service.
Your sales methodology is part of your brand's overall sales and marketing vision. It's not a strict checklist you need to follow. Instead, it's like your positioning strategy or customer service principles—a tool taught to new and experienced salespeople that they can turn to when they face challenges.