Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.
Let me pause for a moment to summarize. The next gen sales methodology, is really a methodology that is indistinguishable from our customers’ methodologies. It is an agile project management approach focused leveraging problem solving methods/tools.
The next gen sales methodology is indistinguishable from our customers’ methodologies.
As in any complex projects, we need to have an array of skills, capabilities, and tools to enable us to do the work of the project. In today’s selling methodologies, we tend to focus on sales specific skills and capabilities, we talk about prospecting skills, qualifying, objection handling, negotiation, closing and other skills.
Many of those skills are agnostic or independent of the current methodologies. So likewise, we can adapt those skills to our project focused methodology.
But we are going to have to develop new skills to effectively implement our new methodology. Some of these include:
By now you might have an uncomfortable churning in your gut, “Dave, this means we have to reinvent everything……How do we possibly do this?”
The great news is none of this is new—in fact, this is how our customers organize their buying today. They leverage project management and problem solving approaches. They develop skills in managing and facilitating these processes.
These method, processes, skills, and tools are all well known. There is a rich array of training, literature and expertise we can leverage in incorporating these into our next gen selling methodology.
So what’s stopping you?
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.
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