BANT
SPIN
NEAT
SNAP
MEDDIC
I wish sales (and life) were so simple and predictable that it would fit into a short acronym. The problem here is it’s unrealistic and leaves so much value from the conversation with a potential customer. AND NO ONE… like KNOW one ever remembers what the letters stand for. The very reason to have an acronym fails because the sales team has no eff’n idea what the “P” stands for. Acronym selling causes humans to stop being humans. They leave little to no space for real, authentic human dialogue. And the moment the buyer (who knows all this s#*t too) picks up on it, you’ve lost. ACRONYM selling doesn’t work.