Top 5 Sales Methodologies


1. Target Account Selling  

Over the past 25 years, Target Account Selling has become a standard in the sales world, with more than 1,000,000 sellers trained to convert smaller customers (or smaller groups within larger environments) into bigger and more permanent customers.

2. SPIN Selling 

When Neil Rackham wrote the book SPIN Selling in 1989, I doubt he knew it would still be in use decades later. “SPIN” stands for Situation, Problem, Implication, and Need-Payoff.

3. SNAP Selling 

SNAP Selling, introduced by Jill Konrath in 2012, makes the assumption that everyone is busy and frazzled. The most important part of this book isn’t the methodology itself – it’s the value chain that it demonstrates.

4. The Challenger Sale

The Challenger Sale breaks sellers up into five buckets: Relationship Builders, Hard Workers, Lone Wolves, Reactive Problem Solvers, and Challengers. The Challengers are the most successful today, given the prevalence of large sales in enterprise environments.

5. The Sandler Selling System

The Sandler Selling System starts with uncovering the needs of the customer. Then the sales team customizes its pitch based on these needs. It’s about having both parties (the buyer and the seller) equally invest in the sales process.

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