Discover how proven sales frameworks like MEDDIC, SANDLER SALES SYSTEM, SPIN Selling and many more which can transform your approach, improve conversion rates, and drive predictable revenue growth.
MEDDIC is a rigorous sales process for complex B2B sales. It helps you qualify opportunities by understanding the Metrics important to the customer, identifying the Economic Buyer, uncovering the Decision Criteria, mapping the Decision Process, pinpointing the customer's Identified Pain and cultivating a Champion within the organisation
SPIN Selling is a consultative selling methodology that focuses on understanding the customer's world through four key question categories:
Situation questions to understand their current context, Problem questions to identify their challenges, Implication questions to amplify the pain of those challenges, and Need-payoff questions to focus on the value of your solution.
The Sandler Selling System focuses on building trust and establishing equal footing with prospects.
It emphasiSes a process of bonding and rapport, upfront contracts, pain exploration, budget discussion, decision making process, and fulfillment. A key aspect is disqualifying prospects early if there isn't a strong fit
Emphasises speed, simplicity, and immediate value. Instead of lengthy presentations and drawn out sales cycles.
Snap Selling focuses on quickly understanding the customer's critical needs, demonstrating how your solution directly addresses those needs, and making it easy for the customer to say "yes."
It prioritises building credibility and trust fast, cutting through the noise, and delivering tangible results early in the relationship.
The core is to respect the buyer's time and make the purchasing process as painless and efficient as possible.
The F.O.C.U.S. Sales Framework is a strategic approach designed to help sales teams identify and address customer needs more effectively.
It focuses on five key principles:
F – Find the Need: Understand the customer's specific challenges and requirements.
O – Offer Solutions: Present tailored solutions that meet the customer’s needs.
C – Create Value: Highlight how the solution provides real value and benefits to the customer.
U – Uncover Objections: Address any concerns or objections the customer may have.
S – Seal the Deal: Finalise the sale by ensuring alignment and gaining commitment from the customer.
Consultative selling is a sales approach that focuses on building a relationship with the customer by acting as a trusted advisor.
Instead of pushing a product or service, the salesperson works to understand the customer's specific needs, challenges, and goals through in-depth questioning and active listening.
Solution selling is a sales approach that focuses on identifying and addressing a customer’s specific problems or needs by offering tailored solutions.
Rather than simply selling a product or service, the salesperson works closely with the customer to understand their challenges and then recommends a comprehensive solution that resolves those issues.
Gap selling is a sales methodology that focuses on identifying the gap between a customer’s current state and their desired future state.
The salesperson's role is to uncover this gap by asking probing questions to understand the customer's existing challenges and goals.
Once the gap is identified, the salesperson presents a solution that bridges the difference, helping the customer move from their current situation to a more desirable outcome.
Value selling is a sales approach that focuses on demonstrating the value and benefits of a product or service in terms that are meaningful to the customer.
Instead of just focusing on features and pricing, the salesperson aims to highlight how the solution will positively impact the customer’s business or life.
Customer Centric Selling is a sales approach that prioritises the needs, preferences and challenges of the customer throughout the sales process.
Instead of focusing on pushing a product, this methodology encourages salespeople to act as trusted advisors who work to understand the customer’s specific situation.
The goal is to tailor the sales approach to provide personalised solutions that genuinely meet the customer’s needs.
NEAT Selling is a sales methodology designed to help salespeople identify and address the core needs of their customers by focusing on four key areas:
N – Needs: Understand the customer's needs and challenges to provide the right solution.
E – Economic Impact: Highlight the financial impact of the solution, showing how it can provide value and improve the customer’s bottom line.
A – Access to Authority: Ensure that the salesperson is speaking with the decision-makers who can influence the buying decision.
T – Timeline: Understand the customer's timeframe and urgency, aligning the sales process with their desired schedule.
Target Account Selling (TAS) is a strategic sales methodology that focuses on identifying, prioritising, and targeting high-value accounts that are the best fit for a company’s products or services.
The approach involves a detailed process of researching and understanding key accounts, their specific needs, challenges, and decision-making structures.
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The Challenger Sale, the framework is based on the idea that the most successful salespeople aren’t simply order-takers but are ones who challenge their customers' thinking and bring new insights to the table.
Establish your own process to identify what 'good looks like' and how to replicate it
Pricing scales based on team size and number of assessments
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