Where Sales Process, Methodology, and Philosophy intersect. We provide these pillars to support every SDR, Inside Sales Rep, Field Sales Rep, and Customer Success team member to surpass their sales targets.
N.E.A.T. Selling™ is the guiding principle to the Harris Consulting Group’s sales training. N.E.A.T. Selling™ also are the tenets we use to guide sales reps to a deeper understanding of their daily responsibilities.
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 on the real pains of your buyers, consumers, users, and customers.
Stands for Economic Impact. Budget is no longer an issue in today’s SaaS world. Oftentimes, solutions are so new and disruptive the concept of a “budget” for the solution is not even possible.
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?”
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 the very hard to qualify timeline.
Certify your sales team in N.E.A.T. Selling™ principles now!