If you ask any of my friends, they will tell you that I like to be a little contrary! I do not like doing things just because everyone else is and I certainly do not like doing things because that is the way they have always been done.
I also object to processes being made more complicated than they need to be or making things more difficult just so that you appear to be better than others.
So what does all that have to do with sales terminology?
I firmly believe that the sales process is quite straight forward. Understand your product, understand why someone would use it and then find someone who needs it. Of course, in reality, it is more complicated than that. However, the basic process remains the same.
Over the years, in order to promote their own work, lots of people have developed their own sales methodology. Challenger Sales, SPIN selling, Sandler Selling, Consultative Selling and Gap Selling are all examples. Indeed, if you Google “sales methodologies”, there is an article titled “17 Sales Methodologies and how to choose the right one.” 17 sales methodologies!!
Having worked in sales for over 30 years, I have been exposed to lots of different methodologies and terminologies. Indeed, I invented my own, The Equation of Sales. Over the years, I have come to the conclusion that in reality, they are all pretty much the same.
The basic sales process remains the same although the terminology around it changes. For a sales team, it is important that they use the same terminology internally so that they all understand each other and can help each other. However, it is probably not that important which one they use. It is also important not to get hung up on the terminology. It is far more important to focus on the process and making sure that is effective than worrying about the terminology.
I think that it is much simpler to avoid proscribed methodologies as they are, as they must be, theoretical and generalised. They cannot adequately represent every product or service that is being sold. The process for selling exhibition space in the cement industry is not going to be the same as the process for selling software for modelling the flow of carbon dioxide when injected into rocks below the surface.
Start with a very simple process such as, who are my most likely customers; talk to them about their problems and needs; make them a proposal; close the deal. From there, consider what works and what does not work and fill out the process with additional activities to help to do this. There is no need to make it any more difficult than it needs to be.