7 most commonly used sales techniques you need to know

Methods That Sell

The most commonly used modern sales techniques have one thing in common – they are based on the art of communication, active listening, and highlighting the benefits of the product for the client. Customers are becoming increasingly aware; they quickly recognize pushy sales tactics and dislike them. However, they still have needs, desires, and are looking for solutions. The following sales techniques and methods will help you gently convince the client that your product is the right solution to their problem.

1. SPIN Selling

The SPIN selling method is based on asking the right questions at the right time. It involves a set of four types of questions that salespeople ask in a specific order.

SPIN is an acronym for:

• Situation – discovering the situation the customer is in,
• Problem – uncovering the client’s problem, interests, or needs,
• Implication – creating an urgent need to find a solution,
• Need-payoff – guiding the customer toward your product.

2. SNAP Selling

The SNAP selling technique focuses on how customers make decisions. Before making a purchase, they are bombarded with offers from all sides and hesitate between them. This method helps salespeople understand how the customer thinks and how to persuade them to buy.

The salesperson needs to motivate the customer to decide on:

• a meeting with the salesperson and the product, meaning they need to be visible and catch the customer’s attention,
• a change, such as agreeing to a business meeting where they can learn more about the product and its benefits,
• investing resources in the product, meaning deciding to make the purchase.
  
  

This is done using the following principles:

• Simplicity – aiming for simple, clear, and concise communication,
• Invaluable – demonstrating added value,
• Alignment – showing the customer they are on the same side,
• Priorities – understanding the client’s needs and reflecting them in the communication.

3. Challenger Selling

The challenger selling technique is based on the idea that the salesperson convinces the customer of a need they didn’t realize they had. The salesperson presents compelling information that sparks the customer’s interest and creates a sense of urgency to address a need or problem.

The technique consists of three steps:

• Teach – the salesperson shares unique and insightful information that leads the customer to an “aha moment,” opening their eyes to a need they hadn’t seen before,
• Tailor – the salesperson customizes their arguments and product presentation to align with the customer’s needs and interests,
• Take Control – by emphasizing the value of the product, the salesperson creates urgency and shows the solution is within reach.

4. Consultative Selling

In this approach, the salesperson takes on the role of an expert consultant. The focus is on the customer, with whom the salesperson aims to build a long-term relationship. They identify what the customer needs and help them find a tailored solution.

The method is based on discovering what the customer struggles with most. It focuses more on the client than on the product itself and its features. It requires investigation, asking questions, and active listening, through which the salesperson provides expert information that motivates the client to take action—purchasing the product.

Don’t forget to monitor your sales results using KPIs. The article outlines the most important metrics.

5. Sandler Selling Method

In this method, the salesperson takes on the role of an opponent and lets the customer convince them that the product should be sold to them. If executed well, the customer feels they weren’t sold to at all but rather made the decision to buy on their own. This requires the salesperson to hand over control to the customer while subtly influencing how they steer the conversation.

This sales technique focuses on three aspects of the customer's needs:

• Technical – identifying information and details about what the client needs and wants,
• Financial – understanding how the solution will pay off for the customer,
• Personal – highlighting what the solution will mean directly for the customer.

If you want to take your sales techniques even further, analyze lost deals. We explain how to do it in the article.

6. NEAT Selling

NEAT Selling is a method developed by The Harris Consulting Group, designed to elevate well-known client qualification frameworks (such as BANT). It combines qualification with the sales process.

Like SNAP and SPIN, NEAT is an acronym that defines 4 core rules for successful selling:

• Needs – Instead of focusing on surface-level pains the client is facing, it aims for a deeper analysis of their problems. The goal is to identify and present how your product can affect the client’s business in various ways (as a whole, individual employees, their competition, etc.).
• Economic Impact – Instead of just showing a classic ROI, the NEAT method presents two perspectives. First, it shows how the client’s business will perform financially with your product, and then how it would perform without it.
• Access to Authority – This refers to how high you can reach within the client’s organization and what you need to do to get there. You don’t necessarily need a meeting with the CFO or CEO—it’s enough if the person you’re working with can pass the offer along to them.
• Timeline – Provide the client with an urgent yet realistic deadline for a decision. This ensures your offer doesn’t get forgotten.

7. Solution Selling

This method is based on the simple idea that instead of selling products and services, you sell solutions to the client’s problems. First, you identify the issues the client is facing, and then you put together a tailored package of products and services to solve them.

In practice, this might look like selling not just software, but a bundle that also includes support services, updates, onboarding training, access to an educational portal, and more.

All Sales Techniques Are More Effective with a CRM

To fully take advantage of these methods, you need to store the information you gather about clients and deals in an organized way. With a CRM, you have all documents and contacts in one place. Try it for free and see how it can boost your sales.