\n\n| 4×20<\/td>\n | 20 first gestures – 20 centimetres distance – 20 first words – 20 first seconds<\/td>\n | Making contact<\/td>\n<\/tr>\n |
\n| SBAM\/ SBRAM<\/td>\n | Smile – Hello – Look – Goodbye – Thank you<\/td>\n | Making contact<\/td>\n<\/tr>\n |
\n| ABM<\/td>\n | Account Based Marketing <\/td>\n | Contact us<\/td>\n<\/tr>\n |
\n| HERRMANN \/ HBDI<\/td>\n | HBDI (Herrmann Brain Dominance Instrument)<\/td>\n | Contact us<\/td>\n<\/tr>\n |
\n| BANT<\/td>\n | budget, authority, need and timeline<\/td>\n | Discover<\/td>\n<\/tr>\n |
\n| Active listening<\/td>\n | Active listening<\/td>\n | Discovery<\/td>\n<\/tr>\n |
\n| FOCA<\/td>\n | Facts – Opinion – Change – Action <\/td>\n | Discovery<\/td>\n<\/tr>\n |
\n| SPIN selling<\/td>\n | Situation – Problems – Involvement – Necessity <\/td>\n | Discovery<\/td>\n<\/tr>\n |
\n| BEBEDC<\/td>\n | Needs – Stakes – Budget – Deadlines – Decision-makers – Competitors<\/td>\n | Discover<\/td>\n<\/tr>\n |
\n| QQOQCCP<\/td>\n | Who, What, Where, When, How, (How much, ) Why<\/td>\n | Discovery<\/td>\n<\/tr>\n |
\n| MEDDIC<\/td>\n | Metrics – Economic byer – Decision criteria – decision process – identify pain – champion <\/td>\n | Discovery, Argument<\/td>\n<\/tr>\n |
\n| CAP SONCAS<\/td>\n | SONCAS (Security – Pride – Novelty – Comfort – Money – Sympathy – Environment) + CAP (Characteristic – Advantage – Proof)<\/td>\n | Discovery, Argument<\/td>\n<\/tr>\n |
\n| DISC<\/td>\n | Dominant – Influential – Stability – Conformity <\/td>\n | Discovery, Argument<\/td>\n<\/tr>\n |
\n| CRAC<\/td>\n | Digging, reformulating, arguing, checking<\/td>\n | Handling objections<\/td>\n<\/tr>\n |
\n| Consultative selling <\/td>\n | The salesperson is a consultant <\/td>\n | Handling objections<\/td>\n<\/tr>\n |
\n| APB<\/td>\n | Advantages – Evidence – Benefits<\/td>\n | Sales pitch<\/td>\n<\/tr>\n |
\n| SNAP selling<\/td>\n | Simple, iNvaluable, Always Align, Priorities<\/td>\n | Sales pitch<\/td>\n<\/tr>\n |
\n| AIDA<\/td>\n | Attention – Interest – Desire – Action <\/td>\n | Sales pitch<\/td>\n<\/tr>\n |
\n| CAB<\/td>\n | Feature – Advantage – Benefit<\/td>\n | Sales pitch<\/td>\n<\/tr>\n |
\n| CAP<\/td>\n | Feature – Benefit – Proof<\/td>\n | Sales pitch<\/td>\n<\/tr>\n |
\n| BATNA<\/td>\n | Best Alternative To a Negotiated Agreement<\/td>\n | Negotiation<\/td>\n<\/tr>\n |
\n| Downselling<\/td>\n | Catch-up selling<\/td>\n | Loyalty<\/td>\n<\/tr>\n |
\n| Cross selling<\/td>\n | Associate selling <\/td>\n | Loyalty<\/td>\n<\/tr>\n |
\n| Upselling<\/td>\n | Upselling (or moving upmarket)<\/td>\n | Loyalty<\/td>\n<\/tr>\n |
\n| SIMAC<\/td>\n | Situation – Idea – Mechanism – Benefits – Conclusion<\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| SANDLER<\/td>\n | Sandler Method: reversing the roles of buyer and seller<\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| SPANCO<\/td>\n | Suspect – Prospect – Approach – Negotiation – Conclusion – Order<\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| Inbound Sales<\/td>\n | sales strategy is buyer-centric<\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| 4C<\/td>\n | Contact – Know – Convince – Close<\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| CROC<\/td>\n | Contact – Reason – Objective – Conclusion <\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| CCS<\/td>\n | Customer Centric Selling<\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| Challenger Sale<\/td>\n | Inform – Personalize – Take control <\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| 7C<\/td>\n | Conceive – Contact – Know – Understand – Convince – Close<\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n |
\n| ADAPAC<\/td>\n | Reception – discovery – argumentation – decision-making – closing <\/td>\n | The entire sales cycle<\/td>\n<\/tr>\n<\/tbody><\/table>\n<\/div>\n<\/span>#1 4X20<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Making contact<\/li>\n<\/ul>\n
The 4×20 rule is an indispensable sales technique for creating a good first impression with a customer. It has 4 components: the first 20 gestures<\/strong>, the 20 centimeters of distance<\/strong> (not too far away, but not too close either, to create a bond with the customer and put them at ease), the first 20 words<\/strong> (the sales pitch), the first 20 seconds<\/strong> (the first impression given to the customer). <\/p>\n<\/span>#2 SBAM\/ SBRAM<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Making contact<\/li>\n<\/ul>\n
The Smile<\/strong>, Hello<\/strong>, Goodbye<\/strong>, Thank you<\/strong> method is one of the fundamental sales techniques for making a good impression and hoping for a good customer experience. SBRAM is a variant, and includes eye contact. These are simple yet powerful gestures for strengthening customer relations and differentiating yourself from the competition. <\/p>\n<\/span>#3 ABM<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Making contact<\/li>\n<\/ul>\n
In the “ABM” approach, we focus on a small number of high-value prospects whom we seek to engage through ultra-personalized campaigns. It’s quality that counts. <\/p>\n With ABM, you can focus your marketing efforts on high-potential accounts and minimize wasted resources.<\/p>\n\n <\/span>#4 HERRMANN \/ HBDI<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Making contact<\/li>\n<\/ul>\n
The Herrmann model or HBDI method is based on the work of Ned Herrmann, who developed a model of how the mind works, represented as 4 quadrants (4 personality styles). It is used as a sales technique to enable sales reps to adapt their pitch to personality types and increase sales. <\/p>\n <\/span>#5 BANT<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Discovery<\/li>\n<\/ul>\n
Divided into 4 parts, BANT is a method for qualifying and scoring prospects according to their conversion potential. In other words, whether or not a prospect is ready to make a purchase. It provides information on financial capacity, the decision-maker, the prospect’s needs and deadlines. <\/p>\n\n <\/span>#6 Active listening<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Discovery<\/li>\n<\/ul>\n
Active listening means paying close attention to the needs expressed by prospects and customers. For example, by adopting an empathetic stance and rephrasing what they say, asking questions or seeking clarification. This technique improves customer satisfaction and loyalty. <\/p>\n <\/span>#7 FOCA<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Discovery<\/li>\n<\/ul>\n
FOCA refers to the use of Fact<\/strong>,Opinion<\/strong>, Change<\/strong> andAction<\/strong> questions in a precise order. This sales technique enables you to understand a customer’s needs and adapt your sales pitch accordingly. It also highlights problems in the customer’s environment, encouraging them to seek a solution that will optimize their results. <\/p>\n<\/span>#8 SPIN selling<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Discovery<\/li>\n<\/ul>\n
Theorized by N. Rackham, the SPIN SELLING method is based on a 4-step questioning process: assessing the customer’s current context(Situation<\/strong>), highlighting current or future difficulties(Problems<\/strong>), assessing the financial cost of the problem(Implication<\/strong>), identifying needs and benefits once obstacles have been removed(Necessity<\/strong>). It’s based on the idea that a customer buys after deep questioning. <\/p>\n<\/span>#9 BEBEDC<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Discovery<\/li>\n<\/ul>\n
The BEBDC sales method is based on 6 steps that enable us to better understand a customer and his frame of reference: identification of the prospect’s needs, challenges, budget, deadlines, real decision-makers and direct competitors. It makes it easier to help a customer make the right decision, and gives you all the strategic information you need in the discovery phase. <\/span><\/p>\n<\/span>#10 QQOQCCP<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Discovery<\/li>\n<\/ul>\n
This sales technique brings together all the knowledge about the state of a problematic situation and the possibilities for solving it. It is based on the Who<\/strong>, What<\/strong>, Where<\/strong>, When<\/strong>, How<\/strong>, How much<\/strong> and Why<\/strong> questions, and enables us to deal with a subject in its entirety. It’s a highly effective method, but one that requires you to answer the questions thoughtfully, and then follow the procedure to be applied. <\/span><\/p>\n<\/span>#11 MEDDIC<\/span><\/h2>\n\n- Stage of the sales cycle<\/strong>: Discovery, Sales pitch<\/li>\n<\/ul>\n
The MEDDIC method focuses on customers\/prospects as a means of gaining greater control over the sales process. It is based on 6 elements: Metrics<\/strong> (what is the economic impact of your solution for your prospects?), Economic Buyer<\/strong> (who will make the final purchasing decision?), Decision criteria<\/strong> (what criteria will influence the purchase?), Decision process<\/strong> (what are the stages in the decision-making process?), Identify<\/strong> pain<\/strong> (what obstacles does the prospect face?), Champion<\/strong> (who can be an ambassador for your product?). <\/span><\/p>\n<\/span>#12 CAP SONCAS<\/span><\/h2>\n\n- Stage of the sales cycle<\/strong>: Discovery, Sales pitch<\/li>\n<\/ul>\n
SONCAS allows you to identify your prospects by asking them questions to better understand their profile, their expectations and the reasons behind their purchase. Salespeople then orient their sales pitch towards the prospect’s ideal. Ideally, between 10 and 15 questions should be asked to create a real dialogue. <\/span><\/p>\n<\/span>#13 DISC<\/span><\/h2>\n\n- Stage of the sales cycle<\/strong>: Discovery, Sales pitch<\/li>\n<\/ul>\n
The DISC method is a psychological assessment tool for determining an individual’s psychological type. The acronym reflects the four personality traits identified: Dominance, Influence, Stability and Compliance.
\nIt’s a kind of reading grid for human behavior, very useful for identifying a prospect’s psychological profile and enabling sales reps to adapt their behavior accordingly. <\/span><\/p>\n\n<\/span>#14 CRAC<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Handling objections<\/li>\n<\/ul>\n
The CRAC method enables effective objection handling in just 4 steps: digging up<\/strong> the sales objection, reformulating<\/strong> the customer’s sales objection, arguing<\/strong> and handling the objections with an appropriate response, checking<\/strong> that the response given to the customer is accepted. It is extremely useful for dealing in detail with a prospect’s uncertainties. <\/span><\/p>\n<\/span>#15 Consultative selling<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Handling objections<\/li>\n<\/ul>\n
Consultative selling is a sales technique in which the salesperson acts as a consultant, helping prospects to solve one or more problems. It relies on the salesperson’s expertise in response to the prospect’s pain point. The consulting part comes after the prospect’s needs have been identified and analyzed. <\/span><\/p>\n<\/span>#16 APB<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Sales pitch<\/li>\n<\/ul>\n
The APB method enables you to convince a customer with a 3-step sales pitch: highlight the product’s benefits, provide concrete evidence of the product’s interest, and enhance the benefit to the customer. In short, APB enables you to target the benefits of a product to a given prospect. <\/span><\/p>\n<\/span>#17 SNAP selling<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Sales pitch<\/li>\n<\/ul>\n
SNAP selling is a sales technique that involves influencing a prospect’s decision-making process. A customer makes 3 decisions before deciding to work with a company: he agrees to listen to the company, he initiates change, he selects resources. This technique involves understanding these 3 steps and adapting to a prospect’s way of thinking to show them the value of your proposal. <\/span><\/p>\n<\/span>#18 AIDA<\/span><\/h2>\n\n- Sales cycle stage<\/strong>: Sales pitch<\/li>\n<\/ul>\n
The AIDA method describes the four stages a customer goes through when making a purchase: attention<\/strong>, interest<\/strong>, desire<\/strong>, action<\/strong>. By integrating these stages into a prospecting email or conversion tunnel, this method makes it possible to engage a prospect or customer more effectively. <\/span><\/p>\n |