1. What is the best
Sales Method
for your Team?

2. 1800-early 1900: Age of barter
50s-70s: Age of feature and benefit
80s-90s: Age of persuasive selling
2000s: Age of power shift
2010- today: Age of expert positioning

3. MILLER HEIMAN
‣Large accounts
‣Complex sales cycles
‣Defines clients’ needs & challenges
SOLUTION SELLING
‣What are the client’s pains?
‣Thorough research and documentation
‣Seller becomes a buying facilitator

4. SPIN SELLING
‣Builds rapport with the client
‣Situation > Problem >
Implication > Need
‣Uses strategic questions
TAS
‣Is there an opportunity?
‣Can we win?
‣Is it worth winning?

5. CUSTOMER SELLING
‣Focused on conversations
‣Targets client relationship & loyalty
‣Obsessed by the buyer’s psychology
CHALLENGER SELLING
‣Challenges the prospect
‣Pushes the status quo
‣Teach, tailor and take control
‣Non-aggressively overcomes risks

6. From the ol’ fashion way ...
70% of the buyers’ decision
process is now done before
meeting with a sales rep.»
... to Sales 2.0

7. Explore the new sales intelligence tactics8