Why so many Sales Methodologies and which one should you use?
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If you're new to sales, you've probably felt like you're drowning in acronyms. SPIN, CHAMP, SPICE, MEDPICC...it's like someone threw alphabet soup at a whiteboard and called it training.
I remember when I first started in an SDR role and was told about “Winning by Design” and MEDDPICC it all felt completely irrelevant to what I was actually doing day to day. That's when I realized that not every methodology works for every role or situation.
Let me break down the big ones and when they actually make sense:
SPIN Selling is your go-to when you need to surface pain points. It's all about asking the right questions to get buyers talking about their problems. Great for discovery calls when you're still figuring out what's broken.
CHAMP works best for qualifying leads, especially early in the process when budgets are fuzzy and you're just trying to figure out if there's a real opportunity. Common for SDRs who are qualifying cold leads and booking meeting to pass along.
The SPICE framework is huge in SaaS, particularly when you're multi-threading and need to create urgency across different stakeholders. It's all about seeing things through the buyer's lens.
Challenger Sale is your friend when you need to shake things up. Got an enterprise client stuck in their ways? This methodology helps you bring disruptive ideas and reframe their thinking.
MEDDPICC gives you control over complex deals. It's thorough, it's detailed, and it keeps everyone accountable throughout the buying cycle. Not for the entry level sellers usually, but incredibly effective.
Sandler flips the script when buyers hold all the cards. It's psychology-heavy and works especially well on high-ticket, complex deals where you need to shift the power dynamic.
NEAT Selling keeps it simple by focusing on business pain and economic value. Sometimes the straightforward approach wins.
You don't need to master all of these. Pick the one that fits your role, your company, and the clients you're selling to. A methodology is just a framework to keep your deals moving forward.
The worst thing you can do is try to force a square peg into a round hole. If you're an SDR, don't stress about enterprise methodologies. If you're selling to SMBs, you probably don't need the full MEDDPICC process.
Find what works, learn it, and close deals. Everything else is just noise.
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Until next time,
Tajh
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Very useful info. Thanks.