Latest News, Sales Methodology

What Makes A Good Sales Methodology, Great?


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There are hundreds of sales methodologies out there, some have stood the test of time, some get thrown on the scrap heap and some are just a carbon copy of the other.

A sales methodology is different than the sales process; a sales process is typically steps taken and the methodology is the how, to get to those steps.

Whilst most methodologies focus around the “how”, the how is normally focused on how to ask the questions, how to work out what is going on or who signs the cheques, the impact of the solutions to the business or what happens if the prospect does not buy or how to help them buy, in a nice, softly- softly way.

What they are typically are not doing is driving the actual sales process, nor are they set up to accelerate the sales process, whilst embodying customer loyalty.

Standing the test of Time.

A great sales methodology must stand the test of time, it must coach the sales rep and coach the client; I can think of my top 4 methodologies that have done such, and are utilised by sales trainers and companies everywhere:

  1. SPIN Selling

  • Situation Questions ; Problem Questions; Implication Questions; Need Payoff Questions – a consultative approach; that hones in on the customers issues, and coaching the customer to look at what they need to do; without giving them the hard sell. Designed by Neil Rackman and a best selling book;  It is practical and taught by many sales trainers world wide.

     2. NEAT Selling –

  • Used to replace BANT and ANUM; other acroynms used as methodologies, NEAT is used to understand core NEEDS, Economic Impact, Authority, Timeline – it is a perfect methodology for qualification of a prospect and why they would be wanting to buy or indeed if they are ready to buy.

     3. The Sandler System –

  • Almost like reverse physcology, the Sandler system is used to bring up all objections at the start and the sales reps are qualifying out immediately, meaning that the buyer is almost forcing the the seller, to sell. It’s like playing hard to get when you are dating. It focuses on the behavioural aspect of sell

    4. The Challenger Sale

  •  Another methodology, born from another book. Having studied sales reps performances, the authors have concluded, that challenger persona’s are top performers. All about teaching and tailoring clients and then taking control of the situation. And the seller is teaching about a larger problem; not just the problem that their product addresses and then challenging the customer on what they are doing. A great methodology to use for the boardroom or larger audience.

Pros and Cons

All of these methodologies, to some extend, have been implemented into the sales process, at every large organisation, at some point. Various organisations have flipped between all of them; perhaps called them something different, such as Complex Sales, or the like. They have been taught by trainers worldwide and all of them have lasted the time test. I have worked with companies that have gone as far to implement different methodologies, at different levels of the sales process.

They all help build rapport and understand customer’s current pains and they all enable the seller to become more credible and solution orientated.

As much as these methods are aimed at improving the conversion rates and qualifying customers quickly and really understanding customer needs; they are not considering the long term relationship of that customer; they are part of the sales process and not driving the sales process.

GAME FACE UK’s methodology

GAME FACE UK has developed a sales methodology; WIN©- GAMEON©- SCORE©- WIN©; game face uk methodologythat does just that and the rest.

Our methodology drives the process, it is your playbook, tactics and strategy; speeding up the sales cycle, adding more value to your customer and focuses on customer retention and loyalty, thus maximising the value of an initial sale. It is memorable and easy to implement as a sales process and it evokes the seller to be accountable of how they sell and more knowledgeable of their customers and the targeting the right customer.

 Conclusion

A great methodology in selling should not only allow for greater customer understanding, but also greater customer loyalty and embraced through the whole sales and marketing process, not just by the seller. It’s not all just about great questions and evangelising…

Don’t try and fit in 2 or 3 different methodologies into your sales process; it complicates things for the seller, who eventually, goes off track, which leads to difficult coaching conversations.

So use a methodology,  that is driving the whole process, from prospecting- to – customer retention, our methodology embodies every step along the way.

Continual Improvement, Latest News

SME UK/ Ireland – Game Face UK 2017 Sales and Marketing Survey Results


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Wanting to be better, is not enough…

Game Face UK recently undertook a survey of 500 SME’s across UK & Ireland.

The respondents to our survey are a healthy mix of business owners, VP’s, Directors and Managers from sales and marketing functions.

The results to this survey show, that even though the majority of organisations have a dedicated sale force and marketing function and a will to expand, be more proactive and improve in these areas to allow for business growth ; there a budgetary constraints, time constraints, resource issues and having the right knowledge and systems in place that is preventing this happen.

You could have all the will in the world, but without the investment and finding the time and resources along with the know how this is never going to happen.

What our research shows

Out of 500 SME’s questioned on our survey, 75% of respondents had informed us that they had dedicated sales and marketing teams; however, 70% claim that their sales and marketing teams do not conform to expected standards.

Alarming; that only 5% of companies that have sales and marketing functions feel that their sales and marketing functions are performing to expectations – this is a positive sign though; as it shows that most companies are seeking to improve their revenue by selling more…so it has given me a good feeling that our SME’s are a competitive and hungry bunch. This is confirmed by 65% of companies that feel they can expand on their addressable market.

When delving further, our research goes onto show that 65% of companies do not have a sales methodology in place and 70% of SME’s do not provide career development or training programs for their sales and marketing staff.

Say what?

I’ll repeat- let me paint the picture. Companies have sales and marketing staff. Companies want to expand their addressable market. But companies feel their sales and marketing staff are not performing to required standards; even though there are no sales methodologies OR development or training programs in place for their staff, who are aimed, at helping expand those addressable markets….you see where I’m going with this now, right?

Delving Deeper

So, I was interested now. We wanted to establish the areas that they felt they could improve in. The results where common and as expected:

  • 90% of companies felt that they could be more proactive and that the velocity of their sales cycle could improve – again, completely understandable, given that this will increase the bottom line.
  • Over 80% of organisations want to improve their pipeline generation; their knowledge and implementation of digital marketing strategies – (great that companies want to embrace technology)- this shows desire for evolution and improvement.
  • Finally over 50% of SME’s across the UK and Ireland would like to have a better relationship with customers and partners, a better understanding of why they win and lose business; a want to launch new products and services, win business in new markets and improve the quality of their sales and marketing functions.

So Why Not Just Do It?

Good question, the majority of our respondents came back with 3 main reasons as to why they could not deliver on the aforementioned areas of improvement. Reasons they could not convert their “I want” into “I have” .

Budget, time and resources were the top 3 reasons; but also not having the right CRM systems, skill sets and knowledge in place were other reasons why companies could not execute to their areas of identified improvements. Should these reasons really prevent your business from reaching it’s maximum potential and performing at optimum standards?

Conclusion-

It is clear to me, that companies have to balance many challenges in other areas of the business; and not just on executing great sales and marketing.

These aspects are not exhaustive and include the delivery of great products and services and evolving of the same, there are implications of Brexit and taxes, legal, research and development, disruptive technology, along with a million other To-Do’s in the day of the life of exec’s and company owners, in order to get around to or have the cash to make these improvements happen.

At Game Face UK- we provide a full range sales, marketing, business development and training services that will cover off these challenges, improving your bottom line, developing your sales force, embracing go to market technologies and strategies along with the digital presence of your company, allowing you to free up the time and budgets to deal with other areas of your business.

Our packages are designed with you in mind and you can find out more about them here

To book an appointment with us, call Jonny on- 07912877062. It’s time to get your game face on to get what you want!