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Sales methods

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
ARC: Ask, Recommend, Close and Cross-sell
CHaR: Confusion, Humor and Request.
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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