It is not sales methodologies, but deep understanding of customers ‘situation’ that sells.
A few weeks back Bob Apollo (the founder of Inflexion-Point Strategy Partners, the leading UK-based B2B value-selling consultancy) wrote an insightful article in LinkedIn – about sales methodologies and simple practicality. Sales in a B2B scenario is a value transaction process. For the sales person (vendor) to offer value to the prospect (customer) the core is to figure the real pain (need) and offer an optimal solution. Bob terms this – situational selling and goes on to explain – ‘…It recognises that there is no such thing as a “standard” sales situation and that, therefore, there can be no one universally perfect approach’.
