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N.E.A.T. Selling™ is the guiding philosophy to The Harris Consulting Group’s sales training. We use these tenets, Need, Economic Impact, Access to Authority, and Timeline to guide sales reps to a deeper understanding and stronger execution of their roles in the organization and career aspirations.
“N” Stands for Need. First and foremost when we talk about needs we want to talk about them below the surface. We want needs to reflect on the real pains of your buyers, consumers, users, and customers.
“E” stands for Economic Impact. Budget is no longer an issue in today’s SaaS world. Oftentimes, solutions are so new and disruptive, that the concept of a “budget” for the solution is not even possible.
“A” no longer stands for authority. It stands for Access to Authority. Can the people you are speaking with actually get you an “Audience with the Pope?”
T stands for Timeline. No deal ever closes without understanding the value of the service as it relates to a compelling event the prospect is managing towards. If there is no compelling event it will be very hard to qualify timeline.
Certify your sales team in N.E.A.T. Selling™ principles now!