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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

Sales Books

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