Here are seven essential sales methods, combining timeless fundamentals and modern approaches to maximize the effectiveness of your sales process:
The DIPADA method
First of all, it is structured around 6 key stages: Definition of the need, Identification of the suitable product, Proof of the suitability of the product to the need, Acceptance of this proof by the buyer, the birth of the Desire to acquire and finally the Purchasing Action. This method is particularly effective when the prospect knows precisely what he is looking for, but is still hesitating between several offers or providers.
The AIDA method
Then, by applying this model, your journey consists of capturing the Attention of your interlocutor, arousing their Interest, awakening their Desire and triggering the Purchase. Although it has similarities with the previous method, it is preferred when it comes to stimulating the act of purchasing among a customer who had not expressed a prior need.
The method of reasoned negotiation (Harvard)
Furthermore, this approach is based on a fundamental principle of fairness between the buyer and the seller. Concretely, the transaction must not only serve the commercial interests of the company: at the end of the negotiation, both parties conclude a win-win agreement where everyone derives tangible and measurable value.
The SBAM method (Smile, Hello, Goodbye, Thank you)
Furthermore, the central objective of this approach is not to impose an immediate sale, but to build a warm and lasting relationship to retain the customer. Based on the quality of the welcome, courtesy and politeness, this method remains an essential pillar of sales in physical stores and direct customer relations.
The MEDDPICC method (Complex sales & large accounts)
Now the essential standard in B2B, it allows you to accurately qualify opportunities by analyzing 8 criteria: Metrics, Economic Buyer, Decision Criteria, Decision Process, Purchasing Process (Paper Process), Identification of Suffering (Pain), Internal Champion and Competition. As a result, it secures long sales cycles by avoiding wasting time on unqualified prospects.
The Product-Led Growth – PLG (Product-Driven Selling) method
In addition, essential for digital and SaaS services, this strategy places the product experience at the heart of acquisition. The prospect tests a simplified or limited version (Freemium / Free-Trial) to see for themselves the added value before being supported towards a paid conversion or an upgrade.
The Intent-Based Selling method
Finally, particularly effective thanks to AI and real-time data analysis tools, this method consists of contacting a prospect at the exact moment when he manifests a qualified purchasing signal (repeated visits to the site, targeted searches, strategic company movements). Thanks to this, the seller no longer intervenes cold, but provides a personalized response at the most appropriate time.
