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Sales methods

Disciplines > Sales > Sales methods

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

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
  • ARC: Ask, Recommend, Close and Cross-sell
  • CHaR: Confusion, Humor and Request.
  • FAB: Features, Attributes (or Advantages), Benefits.
  • 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

And

And consider these methods too...

Sales Books

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed