compass

N.E.A.T. Selling™

Teaching your team how to earn the right to ask questions.

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.E.A.T. 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 on the real pains of your buyers, consumers, users, and customers.

woman holding credit card next to laptop
close up of a women's hands doing work on a tablet

N.E.A.T. Selling™

Economic

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.

N.E.A.T. Selling™

Access To Authority

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?”

women wearing headphones working on her computer
hand with tablet and pen

N.E.A.T. Selling™

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 the very hard to qualify timeline.

What Are You Waiting for?

Certify your sales team in N.E.A.T. Selling™ principles now!