What is the best

for your Team?

Sales Method

1800-early 1900: Age of barter

2000s: Age of power shift

50s-70s: Age of feature and benefit

80s-90s: Age of persuasive selling

2010- today: Age of expert positioning

MILLER HEIMAN

‣Large accounts

‣Complex sales cycles

‣Defines clients’ needs & challenges

SOLUTION SELLING

‣What are the client’s pains?

‣Thorough research and documentation

‣Seller becomes a buying facilitator

SPIN SELLING

‣Builds rapport with the client

‣Uses strategic questions

‣Situation > Problem > Implication > Need

TAS

‣Is there an opportunity?

‣Is it worth winning?

‣Can we win?

CUSTOMER SELLING

‣Focused on conversations

‣Targets client relationship & loyalty

‣Obsessed by the buyer’s psychology

CHALLENGER SELLING

‣Challenges the prospect

‣Teach, tailor and take control‣Non-aggressively overcomes risks

‣Pushes the status quo

From the ol’ fashion way ...

... to Sales 2.0

70% of the buyers’ decision process is now done before meeting with a sales rep.»

Explore the new sales intelligence tactics8