Guide to the 27 best selling techniques in 2024

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Sales techniques are essential for salespeople and support them on a daily basis in achieving their sales goals. By definition, a sales technique makes it possible to generate more profits.

They allow you to better understand and meet needs of customers, and of the convince and Persuade to buy their products or services at the right price.

If you are particularly interested in the subject, the Akimbo Bootcamp allows you to learn the best sales techniques.

These methods allow salespeople to increase sales and revenue. They provide them with concrete means to understand and implement the right strategies and tactics to develop their business. Some techniques help salespeople understand the desires and interests of customers and enable them to better meet their needs.

The best salespeople know that they need to find ways to stand out from the competition and stand out to customers. Training in new sales techniques is that solution.

In this page we explain and give you the definition of 27 sales techniques the most used by salespeople. This guide will now be your ABC of techniques used in sales training.

9 sales methods to improve commercial prospecting

Price is no longer the only lifeblood in the customer acquisition battle today! Evangelizing your product or service, through marketing and commercial prospecting, is also one of the biggest challenges for both B2B and B2C businesses.

BEBEDC method: creating an effective business discovery plan

La BEBEDC method Allows you to qualify effectively its prospects. It is based mainly on active listening and consists of 6 steps: the need (B), the challenge (E), the budget (B), the deadline (E), the decision-makers (D) and the competitors (C).

1. Understand the needs: Identify the needs of your prospect in order to best respond to their problems. Good identification will allow it to be effectively integrated into the sales process from the start.

2. Identify the issue behind the need: This discovery will allow you to target the benefits of your offer for your potential customers.

3. What budget is available? Identify the financial capacity of your customer. Ask yourself if the proposed price represents a disadvantage or an advantage for him.

4. What are the deadlines to take into account? Is the prospect in a hurry - how to meet their time challenges?

5. Know and target decision-makers: Understanding everyone's role in the sales process will allow you to talk to the right person throughout the sales process.

6. Identify your competitors: Ask your customers questions about possible past experiences with other companies.

By following these different steps you will be able to successfully qualify your business while saving a significant amount of time!

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AIDA method: to create content that converts 

Widely used in the field of marketing, well used, this method can also have a significant impact on your commercial prospecting phase!

The AIDA method consists of 4 steps: heed, interest, longing and action.

It makes it possible to increase the conversion rate of its prospecting sequences. This sales technique is effective on the entire conversion process (email marketing, advertising...). It is simple to understand and to set up. It absolutely needs to be integrated into your business toolbox.

4x20 method: successfully making contact

During a commercial interview, the first impression is essential. Many salespeople are aware of this and apply The 4X20 rule to stand out quickly.

The 4X20 method is based on 4 steps: 20 first actions, the First 20 centimeters, the First 20 words And the First 20 seconds. These 4 decades are essential in order to establish a climate of trust and exchange with your prospect! Like words, body language plays an important role during a sales meeting. Don't overlook it!

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QQOQCCP method: preparing for interviews

In order to make a good contact, it is important to prepare it well. La QQOQCCP method provides a guideline on the questions to ask your prospect, an essential basis for conducting a quality interview even if you did not have time to prepare it.

This sales technique provides information about the customer, and helps salespeople analyze their needs and provide the right solution. This method allows sellers to better understand their customers and to provide them with the solution (your product) that is perfect for them.

FOCA method: new discovery questions

The FOCA method is a method used in the customer discovery phase, it focuses on the implementation of questions of Facts, questions fromOpinion, questions from Change and questions fromAction.

Always asked in this order, these questions make it possible to best target the needs of prospects. On the other hand, they also highlight the problems linked tocurrent environment ofthe shopper. The purpose of these questions is thus to encourage the interlocutor to seek a solution to his problems in order to optimize its results.

SBAM method: the importance of communication in customer relationships

SBAM is a sales method that uses short sequences of questions and short answers. It makes it possible to promote communication with the customer, to better understand their needs and to provide a more precise and faster response.

The SBAM method promotes good communication, which is essential in customer relationships. It makes it possible to clarify the needs and requests of the customer, to better understand their expectations, and to provide a more adapted service. It also makes it possible to create a climate of trust and loyalty.

To dig deeper into the subject and become an ace at prospecting, you can also discover the book Elite salesman of Michael Aguilar or even the book Get Up and Look of Nicolas Caron.

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CROC method: telephone prospecting technique

The CROC method is a sales technique that is very popular with salespeople doing telephone prospecting. This communication strategy establishes a climate of trust between the seller and his interlocutor. The latter feels more comfortable, he will be in a better position to listen to the commercial offer.

This method is based on 4 steps: The contact, The reason, The objective, The conclusion.

The “contact” stage refers to the start of a dialogue with a prospect. To get started a commercial relationship and create trust and connection, start by introducing yourself and your business. In order to directly identify the needs of your prospect, don't forget to ask them targeted questions.

The second step is to clarify the reasons for the appeal and the next step helps to clearly specify the objectives of the commercial interview.

The third stage allows you to agree on a next step via a “moral contract” with the prospect.

Finally, the last step aims to summarize and reformulate the key points of the exchange in order to determine the next steps.

BANT method: qualify your prospects 

The BANT method is often a major asset in the qualification and identification of its prospects. It allows you to know the degree of qualification of your leads based on 4 steps: budget, Authority, Need and Timeline. It has the advantage of being faster than the BEBEDC.

This sales technique makes it possible to improve the qualification of its prospects by Scoring his interlocutors. It is used during a R1 (1st customer appointment) to assess the commercial potential of each lead. It will then be possible to focus on prospects with high potential! Once again, it is important to bring Pareto's law back to your business: 80% of your turnover comes from 20% of your customers.

Active listening: empathize and be relevant

Active listening is a powerful communication tool! It consists in improving the quality of attention given to your prospect, in understanding their point of view and in showing them that you understood them.

This exchange technique is particularly useful in the discovery phase as well as in the negotiation phase. It makes it possible to better identify the needs of the customer and to provide him with an adapted solution. In addition, it makes it possible to create a relationship of trust with the customer, which will facilitate the conclusion of the sale.

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Creating effective sales pitches

To convince your prospect, it is essential to know his needs and His objections potentials. The creation of a sales pitch effective allows the seller to get back on his feet in any situation and to best support his interlocutor. It is therefore necessary to target the needs of your prospect in order to offer them personalized and adapted solutions.

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CAB method: identify and use the best arguments

The CAB method is a commercial technique that makes it possible to target and offer compelling arguments in line with the expectations of your potential customer. An effective way to respond to customer objections. It is generally used ascommunication tool, providing a basis for its sales pitch. Thanks to the use of a personalized argument, a prospect identifies more with the offer and projects more easily. post-purchase.

CAP method: developing a powerful sales pitch 

La CAP method Is the acronym for specifications, Benefits, Proofs. It allows you to effectively differentiate from competitors based on the characteristics of its product or service. A source of differentiation among its prospects, this sales technique makes it possible to structure your sales pitch while directly targeting the expectations of its potential customers. The last step of this model is essential since it brings credibility and authenticity to your speech.

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CRAC method : respond effectively to the objections of its prospects 

The CRAC method is a sales technique in 4 steps: dig, rephrase, argue, and control. It allows a salesperson to adapt and intelligently counter the objections of potential customers.

1. Digging: show your customer that you are on the same side, that you are there to help them.
2. Reformulate: mainly use examples to add substance to your commercial discourse.
3. Arguing: rely on the information collected beforehand.
4. Control: finalize the sales process and trigger the purchase.

SIMAC method: create your sales pitch and convince

This method allows businesses to better target their potential customers, better understand their needs and provide them with personalized service. The SIMAC method also allows businesses to better manage their time and money, which helps them reduce costs and increase profits. More than simply managing the objectives, it makes it possible to ensure that you offer the good product, at good price, at the Good person.

To fully understand objections and know how to answer them as effectively as possible, do not hesitate to also discover the book Overcoming customer objections of Michael Aguilar.

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Identify the needs and problems of your prospect

APB method : identify needs and expectations

Are you looking for a sales technique that allows you to develop a clear and structured sales pitch? The APB method is made for you!

With information overload: an explosion of content arriving in our mailboxes and that present on the Internet, sales speeches must be concise and effective to attract. Knowing how to write short, impactful and attractive texts is a considerable asset for a salesperson.

Based on 3 pillars: perk, proof, Benefit, The APB method allows any salesperson to more easily identify the needs and expectations of their prospects. It mainly relies on the advantages that its client will personally derive from it and provides concrete evidence of the benefits of its offer.

DISC method: understanding your prospect in order to adapt

La DISC method is a personal assessment tool. Based on behavioral styles, she seeks to improve productivity, communication, and teamwork. In commercial interviews, this method allows you to know more about the customer and their needs and thus offer them products and services that correspond exactly to their needs and meet their problems.

SONCAS method: deciphering the motivations of your prospects

For sale, The SONCAS method relies on Behavioral study of the various prospects. A detailed analysis of their behaviors makes it possible to target The needs, Expectations and Reasons to buy of a potential customer in order to offer them a personalized sales pitch. It is through a speech in line with the needs of your prospect that you will be able to convince him and trigger the purchase. This model is based on 6 steps: safety, pride, novelty, comfort, money, and sympathy.

To go further: CAP SONCAS

The CAP SONCAS method represents a combination of 2 very effective business models in the field of sales: The CAP method and The SONCAS method. This model is based on the specificities of both techniques. Thanks to the CAP method, the salesperson offers a structured sales pitch to its customer potential. Thanks to the SONCAS sales technique, he manages to identify his 6 reasons to buy.

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Improve your sales cycle to transform as many prospects as possible

In a company and more specifically a sales team, the conversion of customers and their loyalty depends on the quality of the sales process. To improve it and make it more efficient, your CRM is not enough. You should use sales techniques that are appropriate to the situation. To be read and put in place without moderation!

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MEDDIC method: optimizing your sales process 

This B2B commercial technique allowing Rank and score the opportunities of your pipe. It also offers a follow-up of these opportunities in a structured report. The use of MEDDIC method is pretty simple. The salesperson uses a Question grid clear and precise in order to identify the needs of the prospect, the context and the essential points of each opportunity.

The Challenger Sales: a salesperson at the center of the process

The Challenger Sales is a newer technique. It refocuses the role From commercial to center of the process. The salesperson should no longer be content with just presenting the offer, he must understand it and adapt it to his prospects. To achieve this, he must know the sales cycle of his company like the back of his hand and adapt his actions according to the profile of his customer.

Customer Centric Selling (CCS)

Customer Centric Selling is a customer-centric sales model. It involves a proactive and personalized approach to selling that focuses on the customer and provides a consistent and positive buying experience.

The CCS method is based on the premise that a brand committed to the purchase of a solution trusts the latter to provide them with the solution. Within this framework, salespeople need to understand the person they are working with in order to be able to create customized solutions that meet customer needs and wants.

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SPANCO method: acquire new customers in 6 steps 

The SPANCO method is a sales technique that consists of 6 steps: suspect, Prospect, parses, negotiation, Closing and Order Ongoing. The first step is to target the right people. Then comes the time of the Making contact with the identified lead. You must contact him using an adapted prospecting method. Then, the salesperson must study and identify needs of the prospect. Next comes The negotiation which allows you to show your potential customer that your product or service meets their expectations as well as their needs. After the negotiation, it is time to close the sale and move on to the purchase. The last step symbolizes the drafting and signing of the contract with your customer.

BATNA method - Becoming an ace negotiator

The BATNA method (Best Alternative to Acceptable Negotiation) is a negotiation technique used to help parties develop solutions that meet each other's interests. It is commonly taught in commercial training by sales professionals to achieve more satisfactory results.

This method is based on the idea that the parties to a negotiation can obtain more satisfactory results if they know their best alternatives (advantages, disadvantages, prices, etc.) to an acceptable negotiation. Negotiators should therefore take the time to understand what would happen if a negotiation failed. This may include researching available alternatives and analysing their consequences.

Once the parties have identified their best alternatives to an acceptable negotiation, they can then assess their

The 4C rule to increase productivity

To improve their performance, a salesperson can choose to use the 4C rule:

• First contact: Decisive for the future, a good appearance and a good impression must be in order.
• Know the customer's need: directly clarify the reasons for the visit and identify the needs of your prospect.
• Convince using appropriate arguments : personalize your arguments as much as possible in order to convince your interlocutors more easily. They will feel more concerned.
• Conclude : Before concluding, be sure that your prospect wants to make a purchase.

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5 sales techniques you should know and know how to use

In order to best sell your products or services, use appropriate sales techniques. So we are going to show you the 3 main ones.

Inbound Sales & Outbound Sales

Outbound Sales uses prospecting techniques to address prospects who do not necessarily know the company and the products/services it offers. It is one of the most used techniques to expand your customer portfolio.

To the Difference between intbound and outbound seeks its customers through prospecting, inbound is interested in prospects who have already interacted with it (reading blog posts, demos, watching videos, etc.).

Inbound Sales consists in creating a commercial process that will support the prospect throughout their buying journey. This methodology seeks to attract a customer. without forcing the sale to take the time to advise him.

Up-selling and cross-selling

Cross-selling, or cross-selling technique, allows you to increase the average basket of a customer by offering him products or additional services when shopping. This sales technique is used by many salespeople, especially in the field of e-commerce. Unlike cross-selling, Up-selling is an upscale proposal. After consulting the initial purchase and the needs of the prospect, the seller offers a more efficient but also more expensive product.

Sales Enabling: Helping Sales Teams Sell Better

Sales Enablment aims to train its sales teams internally to make them more efficient. It seeks to promote the sharing of knowledge between salespeople and the improvement of their skills over the long term. This methodology also seeks to align its marketing and sales teams to increase the conversion rate of its leads and its sources of opportunities.

According to Sales Enancement, listening to its teams and constantly training them is at the center of the development of their commercial efficiency over time.

Inside Sales

The inside sales is a sales technique that consists of contacting your target by telephone or videoconference, often from a list of existing customers or a database. This sedentary sales technique is often used to sell products or services that do not require in-person demonstrations or presentations.

During the Akimbo Bootcamp, accelerated training to become a digital salesperson, we discuss its various sales methods and their uses.

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SPIN SELLING: the technique for complex sales

The Spin Selling is a sales technique based on creating a strong relationship with the customer by helping them identify their needs and providing them with adapted solutions. This technique makes it easier to sell and retain customers. Created by the author Neil Rackham, this method is the result of a global study in particular financed by IBM and Xerox.

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In conclusion, sales techniques are not magic tools. But with practice, they allow salespeople to adapt their approach according to the specific needs of each of the interlocutors. An experienced salesperson who masters several sales techniques will therefore be in a position to adapt to different profiles and to find THE answer to the problem of his prospect and to create unique buying experiences.

Learning multiple sales techniques can help develop additional skills that are needed to succeed in a sales role. Salespeople must not only be able to present their products and services in a convincing manner, but also to understand their customers and to negotiate effectively. By mastering several sales techniques, a salesperson can improve their skills and performance, which will allow them to achieve their business goals in the long term.

Finally, mastering sales techniques can help develop a relationship of trust between the seller and his interlocutor. It will be in a position to better understand the needs of its customers and to offer them solutions that meet their expectations.

In conclusion... Get started! These sales techniques will simplify your sales life.

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