N.E.A.T. Selling™

Where Sales Process, Methodology, and Philosophy Intersect

NEAT Selling™ is the guiding principle to the Harris Consulting Group’s sales training. Neat Selling™ also are the tenets we use to guide sales reps to a deeper understanding of their every day responsibilities. We provide these pillars to support every SDR, Inside Sales Rep, Field Sales Rep and Customer Success team member to surpass their sales targets.

NEAT Selling™ comes from being in the sales trenches. It comes from both first hand sales experience “in the trenches” as well as years of observing and working with inside sales professionals in all types of sales organizations.  We’ve talked with thought leaders, CEO’s, CRO’s, VP’s, Engineers, VC’s, SDRs, AE’s, Managers, and everyone is doing their best to focus on a sales process, methodology, and philosophy. We all get the objectives of BANT or ANUM, but they simply are no longer enough.

As we have selectively shared NEAT Selling™ with a few people, one of the questions we get routinely is: “Is it a sales methodology, a sales philosophy or a sales process?’

Just as much of the sales world has morphed in the last few years, we feel the silos sales methodology, the sales philosophy, and the sales process have changed as well.  So the answer to the question, is: “Yes, it’s all of them.”

Our goal is not to build a single thought, but to allow for the creativity to come from within the sales world to help define how to best use NEAT Selling™. For some companies it will be a sales methodology, for others it will be a process, and for another group it could be sales process.

So let’s define concepts around NEAT Selling™

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N.E.A.T. Selling™ Defined

N .

NEAT Selling™ – Need – Yup, still stands for needs. But in this case it’s very different. First and foremost when we talk about needs we want to talk about them below the surface. We want needs to reflect the real pains of your buyers, consumers, users, and customers.
So the first thing you must do is understand from your perspective, what NEEDs do you think your solution provides. What is the pain you are trying to solve? After all every good solution is speaking to a specific need.

1. What are the top 5 needs your solutions solves for?

2. What does each of those mean in deeper detail?

E .

NEAT Selling™ – Economics – Stands for Economic Impact. Budget is no longer an issue in today’s Saas world. Often time solutions are so new and disruptive the concept of a “budget” for the solution is not even possible. Yeah it comes from somewhere but treating “budget” as a noun in the sales process is mistake #1 no matter what you are selling.
So now review the needs you are solving for?

What is the economic impact of not solving those needs?

In many cases you need to know this better than and before your prospect does. Be careful, you cannot lecture them into belief. You must guide them with your compass to follow the map.

A .

NEAT Selling™ -Access – It 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?” This can actually be broken down into two subsets:

1. Can they prove to you they have the juice to actually get you the audience?

2. Can they prove to you they have the courage to go and make it happen?

T .

NEAT Selling™ -Timeline – No deal every 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. Qualifying timeline is no longer about a line in the sand for closing the deal, but rather an understanding of the implications of the timeline with regards to either meeting or not meeting the alleged deadline. If there are no negative consequences for failing to meet the proposed timeline then timeline is really just a date on the calendar.

The more serious the ramifications of not meeting the time line are, the more legitimate the accuracy of the timeline becomes. Additionally qualifying the timeline can directly influence the economic impact the prospect feels towards solving their unique pain.

It’s one thing to know what the desired timeline is from the prospects perspective but honestly that is merely a surface issue. The real value of timeline occurs when you know the answer to the following question. “What happens if you do not meet this timeline?”

That one simple question will tell you the reality of your opportunity closing.

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