BOB APOLLO ON MASTERING VALUE SELLING

I first published this a few years back. I'm convinced it's just as relevant now - maybe even more so. What do you think?

You’ve probably observed a huge difference in conversational fluency between your most and least successful sales performers, and wished that you could bridge the gap between the best and the rest. If you haven’t, I can only conclude that you’ve either worked a miracle with your sales force, or you simply haven’t listened to enough sales conversations recently.

Let’s start with the good news: there is abundant evidence to prove that the appropriate programmes and materials can equip averagely competent B2B sales people to have dramatically and permanently better sales conversations.

But there’s also some bad news: there is no easy short cut. You can’t develop conversational fluency by expecting sales people to follow a rigid predefined script. In any complex sales environment, conversational frameworks need to be skeletons, not cages.

According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the sales population. And even if the asymmetry within your own sales organisation is less pronounced, it’s a reasonably safe assumption that there is some sort of significant imbalance between the best and the rest. 

Now, some element of this can be explained by the time taken to ramp up new hires. But the larger part of the explanation is likely to come from a combination of hiring people who were never likely to make the grade in the first place, an inability to fully realise the potential of your otherwise-competent sales hires, and a failure to learn all you could from the winning habits of your top sales performers.

In short, if sales organisations are to bridge this sales performance gap, they need learn from the best, move the middle, accelerate the inevitable - and hire smarter.

You’ve probably observed a huge difference in conversational fluency between your most and least successful sales performers, and wished that you could bridge the gap between the best and the rest. If you haven’t, I can only conclude that you’ve either worked a miracle with your sales force, or you simply haven’t listened to enough sales conversations recently.

In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than leading with their products.

But there’s a potential problem: any organisation, any stakeholder, always has many more issues that they would like to address than they could possibly have the have money, time, or inclination to deal with.

That’s why so many issues stimulate so many apparently positive sales conversations that end up going absolutely nowhere. The prospect is interested enough to talk, but not motivated enough to act...

The authors of sales methodologies have a vested interest in positioning their approach as being distinctively different from the competition - after all, they have books to sell and (often eye-wateringly) expensive courses to fill.

Sometimes that positioning rises to ludicrous levels - as when one leading provider persuaded the Harvard Business Review to publish an article proclaiming “the End of Solution Selling”. Many of the arguments revolve around petty semantic definitions.

But, as someone wiser than me probably once said, “semantics don’t get you sold”. The truth of the matter is that many of these methodologies are more similar than they would have you believe. Is it really, as some cynics might have you believe, just another case of “same old s**t, different colour”?

One of a series of articles celebrating the continuing relevance of SPIN Selling

I had the chance to listen to Neil Rackham, creator of the best-selling SPIN Selling, at the Portsmouth Business School a couple of weeks ago. He proved an extremely engaging speaker - and he shared a closely-guarded secret: SPIN Selling should really have been SPIV selling.

For those of you unfamiliar with SPIN Selling, the four-letter acronym stands for Situational, Problem, Implication and Need-Payoff questions. It resulted from years of research into the winning questioning habits of top-performing sales people.