Our 3 Favorite Sales Methodologies We See Today

If you're a sales professional, you know that there are almost as many different sales methodologies out there as there are products and services. With so many to choose from, it can be hard to decide which one is best for you and your business. To make it easier, here’s a breakdown of our three favorite sales methodologies in use today: Sandler, MEDDIC, and the Challenger Sale.

The Sandler Sales Method

The Sandler Sales Method is an approach that emphasizes relationship building in sales. It focuses on building trust through understanding customer needs and providing solutions, and perhaps most importantly it encourages reps to take control of the meeting by setting expectations for their customers.

Here’s what we like about it:

1. It is an excellent system for helping less experienced sales professionals start off on the right track.

2. It avoids the "hard sell" and instead offers a more consultative approach that feels less pushy.

3. It empowers salespeople to take control of the sales process and increase their close rate.

4. It helps salespeople better understand their prospects' needs and present solutions that meet those needs.

5. It offers a structured and repeatable process for sales success.

6. It offers prospective customers multiple chances to say “no” during the process to avoid wasting time.

Here’s why it may not be for you:

1. If not executed well it can be seen as insincere, which can turn off some prospects.

2. It requires a significant investment of time and resources to master, including attending training sessions and implementing its techniques consistently.

3. Sandler is somewhat new to the Enterprise space and is still developing that material.

Metrics Driven Decision Making - MEDDIC

MEDDIC takes a scientific approach to selling. It relies heavily on metrics and data to determine if a customer is a good fit for a product or service. This method helps salespeople stay organized while they identify key decision makers and understand customer needs before making any offers. MEDDIC also encourages gathering detailed information about each customer’s buying process, which helps reps create successful strategies for closing large deals quickly and efficiently.

Here’s what we like about:

1. It provides a structured and systematic approach to sales, especially in Large Mid-Market through the Enterprise.

2. It helps salespeople identify and qualify potential customers effectively.

3. It helps salespeople understand customer needs and pain points.

4. It helps salespeople create a compelling value proposition.

5. It creates a simple roadmap for closing Enterprise deals, which can be intimidating to some.

Here’s why it may not be for you:

1. It can be time-consuming to implement and follow, so it’s best used for larger deals that have naturally longer sales cycles.

2. Junior sales professionals tend to need a strong leader to guide them through the process.

3. It may not provide enough room for creativity in the sales process.

The Challenger Sale

The Challenger Sale puts an emphasis on educating customers and challenging conventional wisdom while pushing customers outside of their comfort zone. The goal of this strategy is to always maintain an edge over competitors by providing unique insights into customer issues that are not available elsewhere in the market.

Here’s what we like about:

1. First and foremost, it teaches salespeople how to challenge traditional thinking and drive change in the customer's business.

2. It helps salespeople differentiate themselves from the competition by providing unique insights and expertise.

3. It provides a structured framework for sales conversations and helps salespeople stay focused on key objectives.

4. It helps salespeople build credibility with customers.

Here’s why it may not be for you:

1. When not executed properly, it can be seen as confrontational and aggressive.

2. This system tends to work only when an entire organization is committed to the program and helps to equip its reps with the proper tools.

3. It may not fully account for the impact of internal factors, such as company culture and politics, on the sales process.

What SalesFirst Recommends

Big surprise- we can’t pick just one. We really like Sandler for shorter sales cycles. We really like MEDDIC for Enterprise deals. And we know that reps who transform themselves into Challengers find unrivaled success. We like the hybrid approach which combines elements from all three. Start by buying books on each approach, and allow your sales professionals to leverage the strengths of each strategy while avoiding its potential weaknesses.

No matter what industry you’re in or what products or services you sell, there’s sure to be a sales methodology tailored just right for you! Whether you opt for one specific strategy or combine elements from several different methods, having a clear understanding of each framework will help you increase your close rate significantly while gaining valuable insight into your clients' needs along the way! As experienced sales leaders know well - success lies where experience meets knowledge!

Ask SalesFirst Recruiting for help at www.salesfirstrecruiting.com!