The extra-driven type who will work overtime just to make more calls and get better results

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In this section, we'll look at 10 of the most commonly used sales methods. There is some overlap between these methods, and because they can be so broad, we'll try to get into the details and examine the specific differences to help you gain a clear understanding of each sales model.

1. Challenger Sales Model
 

In their book Challenger Selling (2011), authors Matthew Dixon and Brent Adamson argue that the traditional relationship sales model (where you slowly and steadily build a personal relationship with each prospect to get them to buy from you) is both outdated and ineffective. Instead, they urge sales reps to challenge buyers by taking control of the czech republic telegram number database conversation and challenging their current way of thinking by offering new perspectives. This creates a slight tension in the conversation when you engage in casual debate and try to illuminate issues or new perspectives that the customer may not have considered before.

 

The Challenger Model is particularly effective in B2B sales because it places a heavy emphasis on teaching customers how to potentially solve their problems. Also consider that in the current Internet age, in complex sales in B2B businesses, buyers typically complete 60% of the buying process simply by gathering information online before making any actual contact with the company. That’s why when a sales representative takes his/her approach, they should appear a bit forceful and persuasive in order to highlight the customer’s misunderstandings of the subject and explain the actual situation, creating a sense of urgency and gently moving along to the purchase.

 

Dixon and Adamson also surveyed thousands of sales reps to better understand their approach and psychology and were able to break it down into five common profiles:

 

Challengers: Confident and argumentative, they use their deep understanding of the client’s business to lead the conversation and offer controversial viewpoints. According to a study of 6,000 sales reps , more than 40% of top performers fall into this category.

 

Hard Worker:
 

Problem Solver: A reliable and detail-oriented type who focuses on completing the implementation of a solution before moving on to the next sale.

 

Relationship Builder: A customer service personality type that focuses more on building strong relationships with clients and coworkers. Be generous with their time, smoothly mediate any disagreements, and don't rush to sell.

 

Lone Wolf: Confident in their abilities, usually delivers results, but prefers to work alone and use their own methods to get the job done. This is the least common sales profile, but ranks second in sales.

 

 

2. Neat sales
 

NEAT is a sales framework created by Harris Consulting Group to replace the traditional BANT (Budget, Authority, Need and Timeline) and ANUM (Uthority, Need, Urgency and Money).

 

Clean represents:

need
Impact on the economy
Access Rights
Timeline
 

NEAT was designed after marketers realized that customers don’t follow the same buying process, and you have to address the subtle differences in customer needs. On one hand, BANT simply gives you a script of surface-level questions that, in and of themselves, sound like an interrogation. On the other hand, ANUM is only concerned with finding the key decision-makers who close the sale, which means you’ll miss out on talking to lower-level employees and won’t fully understand the company’s problems. Meanwhile, NEAT emphasizes exploring the deeper needs of your customers by prioritizing active listening and understanding rather than just answering a series of questions. With NEAT, you’ll still ask questions in preset categories, but make sure to weave them into a natural discussion, and try to comment and respond to each answer before moving on.

 

So how do you include the NEAT process in your sales qualification process? You have to go through each letter category in NEAT and ask insightful questions to access that information.