Sales methods

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Methods | Acronyms

There are two types of selling that match two very different situations. If you use the methods of one in the other, you may find that you are somewhat less successful.

Methods

• One-off selling: such as simple retail sales.
• Relationship selling: such as business-to-business selling.
  • SPIN: is a whole approach for Relationship selling
  • Customer-Centered Selling is similar to SPIN and came from Xerox's sales development.
• System selling: Sell a system to a system.
• High Probability Selling: Head straight for best customers.
• Buying Facilitation: Facilitate the buyer's system.

Acronyms

Sales methods and approaches are often reduced to simple frameworks and acronyms that the sales person can remember and follow:

• ADAPT: Assessment, Discovery, Activation, Projection, Transition
• AIDA: Attention, Interest, Desire, Action
• LAIR: Listen, Acknowledge, Identify objection, Reverse it
• LOCATE: Listen, Observe, Combine, Ask, Talk, Empathize
• SELL: Show, Explain, Lead to benefits, Let them talk
• SPIN: Questions about Situation, Problem, Implication, Need-Payoff
• FAB: Features, Attributes (or Advantages), Benefits.

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