Sales methodologies
How the best-known selling and qualification methods work, where each one fits, and how to put it to work in your next deal.
Short answer
A sales methodology is a repeatable way to run a deal: what to learn, what to ask and how to decide whether to keep going. These guides explain the major ones (MEDDPICC, MEDDIC, SPIN Selling, the Challenger Sale, Sandler, Gap Selling, value and solution selling and more) with their steps, questions, a worked example and when each fits best.
MEDDPICC explained: the eight letters, questions, a scorecard and a cheat sheet
MEDDPICC meaning and how to use it: questions for all eight letters, a 0 to 2 scorecard with forecast rules, a one-page cheat sheet and a worked example.
MethodologySPIN Selling: the four question types, with examples and a worked call
SPIN selling explained: situation, problem, implication and need-payoff questions with examples, implied vs explicit needs, a worked call with real arithmetic.
MethodologyMEDDIC sales methodology: the six letters, stage gates and a worked example
MEDDIC explained: the six letters of the sales qualification framework, questions for each, exit criteria by pipeline stage, MEDDICC vs MEDDPICC and an example.
MethodologyThe Challenger Sale: teach, tailor and take control, with a worked example
The Challenger sale explained: the five rep profiles, teach, tailor and take control, the six-step commercial teaching pitch and a worked example with numbers.
MethodologyConsultative selling: diagnose before you prescribe, with a worked example
Consultative selling explained: where it came from, how it differs from transactional sales, a five-stage process, discovery questions and a worked example.
MethodologyCommand of the Message: the value framework, the Mantra and a worked example
Command of the Message explained: Force Management's value framework from before scenarios to proof points, a filled-in example, the Mantra and when to use it.
MethodologyThe SPICED sales methodology: questions, a worked example and when to use it
The SPICED sales methodology explained: situation, pain, impact, critical event and decision, with questions, a worked example and a comparison with MEDDPICC.
MethodologyGap selling: how Keenan's method works, with questions and a worked example
Gap selling explained: Keenan's current state, future state and gap, questions for each, a worked example that sizes the gap, and a check for when to walk away.
MethodologySocial selling: LinkedIn's four pillars, its rules and a worked example
Social selling explained: LinkedIn's four pillars and Social Selling Index, what LinkedIn's rules allow, a weekly routine, a worked example and measurement.
MethodologyValue selling: how the methodology works, with a worked ROI example
Value selling explained: how value-based selling works, the ValueSelling Framework's four qualifying questions, a worked ROI example, and when the method fits.
MethodologyThe Sandler pain funnel: the 10 questions, the three levels and how to use them
The Sandler pain funnel questions in order, the three levels of pain, what to ask when answers go vague, a pain scoring rubric and a worked example with costs.
MethodologyThe Sandler Selling System: the seven steps, the pain funnel and a worked example
The Sandler selling system explained: the seven submarine steps, up-front contracts, the pain funnel questions, budget and decision steps, and a worked example.
MethodologyTarget account selling: how to pick, plan and win a short list of accounts
Target account selling explained: where TAS came from, how to score and pick accounts, how many each rep can cover, an account plan template and an example.
MethodologyMiller Heiman Strategic Selling: buying influences, the Blue Sheet and a worked example
Miller Heiman Strategic Selling explained: the four buying influences, response modes, win-results, red flags and a filled-in Blue Sheet for a multi-site deal.
MethodologySales methodologies compared: 20 methods, what each is for and how to choose
What a sales methodology is, how it differs from a sales process, and a table comparing 20 methods, from SPIN and MEDDPICC to Sandler, with a guide to choosing.
MethodologySolution selling: the methodology, its stages and a worked example
Solution selling explained: where the methodology came from, its stages and questions, a worked example, what to do when you're not first, and its limits.
MethodologyCustomer centric selling: the eight concepts, sales-ready messaging and a worked example
Customer centric selling explained: Bosworth and Holland's eight concepts, conversation lists by title and goal, qualifying buyers and a worked example.
MethodologyInsight selling: the research, the three levels and how to build an insight
Insight selling explained: RAIN Group's research on 700+ purchases, connect, convince and collaborate, how to test an insight and a worked example.
MethodologyAccount-based selling: how to sell to a whole buying group, with a worked example
Account-based selling explained: how it differs from ABM and target account selling, account tiers, buying group maps, plays, metrics and an example.
MethodologySNAP Selling: Jill Konrath's four rules, the three buyer decisions and a worked example
SNAP Selling explained: Jill Konrath's four rules, the three decisions buyers make, the Buyer's Matrix, a SNAP check you can score and a worked example.