With the constant increase in the basic interest rate (Selic), the rise in inflation, and a large number of unemployed people, all sectors, ...
Therefore, those who wish to remain active need to invest in improvements, new technologies, and forms of business, and, especially, in the sales department, responsible for prospecting and winning new customers.
Even with a stagnant economy, it is possible to grow individually, but it takes effort to master the best argumentation and persuasion techniques, which will make the difference when converting customers.
Therefore, it is worth investing in knowledge of sales methodologies, which will ensure that you do not miss opportunities to close deals.
Below, get to know some of them that will certainly broaden your market vision and make you connect more effectively with your customers.
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What is sales methodology?
In general terms, sales methodologies are the way in which the sale is made. That is, the step, step by step followed to consolidate the transaction.
Methodologies are important so that you can achieve, with greater accuracy, three essential steps for sales: lead qualification, discovery, and enchantment.
The best part is that it is possible to apply them to different sectors, so regardless of your company's line of business, you only tend to benefit by investing in this knowledge.
In addition to sales methodologies, it is also worth investing in technology, an increasingly strong market trend that allows not only distance sales but also better data management and expansion of contact channels with consumers.
Methodology 1: SPIN Selling
The term SPIN is an acronym for situation, problem, implication, and need, which will provide guidelines for questions to ask customers at the time of sale. Are they:
Situation questions: seek to understand the current situation of the client;
Problem questions: map the pains that can be solved with the product or service offered;
Implication questions: seek to show the consequences of not solving the problem;
Need questions: show how the situation would change if the problem were solved, inducing the customer to realize how much the acquisition will bring benefits.
Thus, the SPIN methodology deviates from the traditional, going beyond simply stating that the purchase should be made.
With it, it is possible to show the positive impacts of negotiation, giving the customer the power of choice – something highly valued – and allowing them to decide on their own, without you losing control of the situation.
Methodology 2: conceptual sale
Conceptual selling consists of the idea that much more than a product or service, customers buy a concept offered by the brand.
From there, sellers must discover what the concept expected by the customer and what is the concept they have of their brand, with the aim of realizing if both ideas are congruent.
For this, some questions must be asked and they fit into the following categories:
Confirmation questions;
Information questions;
Attitude questions;
Commitment questions;
Basic questions.
In this methodology, listening is very important because it is through them that it is possible to obtain information, give information, and make commitments. Thus, the transaction will be advantageous for both the seller and the buyer.
Methodology 3: Customer-centric selling
In this methodology, the idea is that more than offering a product, the seller can be a kind of consultant, providing a much more humanized and personalized service.
Through active listening and meaningful conversations, the seller is able to extract important information from the customer, while providing quality service and offering relevant solutions.
In this case, the sale is not necessarily centered on specific questions, but on the following principles:
Ask relevant questions;
Situational and fluid conversation;
Focus on the solution and the decision maker;
Talk about the use and functionality of the product/service instead of just highlighting its qualities;
Always have the best sales team;
Close the deal on the buyer's time;
Empowering buyers to decide instead of just convincing them.
Other sales methodologies
There is a multitude of sales methodologies on the market and, for sure, one of them best fits the reality of your company, team, and salespeople.
That's why it's important to seek this specialization, to master these techniques and know not only where, but also when and with whom to apply them.
The tip here is to look for informative materials and invest in sales courses, which work with the best and most modern trends in the market to prepare your team to face the most diverse situations and obtain good results.
And always remember: Gone are the days when it was enough to push a product to close a deal.
Nowadays, respecting the client's time, space and wishes are fundamental and, in order not to be left behind in this new scenario, it is necessary to be open to constant improvement, which is only possible when we unite theory with practice.
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