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Having a sales method is very important because it is a framework that directs sales to achieve the desired goal. Reporting from blog.hubspot.com, there are several sales methods that are popular among business people, namely:
1.SPIN selling
SPIN stands for Situation questions, Problem questions, Implication questions, and Need-payoff questions. The goal of SPIN selling is to guide prospects to understand the realization independently, rather than telling them about the value of the product, service, or impact in a significant way.
2.NEAT selling
NEAT stands for (core) Needs, Economy, Access to authority, and Timeline. Core needs aim to make prospects realize that the product being sold is important to them. In Economy, sales agents are expected to help prospects understand the financial impact they currently realize, and compare it to the impact they will see if they make a change. Access to authority aims to find key people who can influence the deal in the purchase. Timeline, is an interesting event that forces prospects to make a decision.
3.Conceptual selling
The concept of conceptual selling is that customers do not buy products, but buy the solution concept represented by the offer. This method focuses on the process of getting information, providing information, and getting commitment.
4.SNAP selling
SNAP stands for Keep it simple, Be i(n)valuable, Always align, and Raise Priorities. This principle expects sales agents to connect what is being sold with the interests of prospective clients and make it easier for them to buy.
5.Challenger sale
Challengers are effective in selling because they follow the following process: Teach, Tailor, and Take control.
6.The Sandler System
In this system, the sales agent is not just a salesperson, but rather gives the best advice and asks questions to identify the challenges of the prospect.
7.MEDDIC
This method focuses on making a decision as to whether or not you should expend the effort to get the customer into the sales funnel.
