Concept: Sales Frameworks

Note

Standardized approaches (e.g., MEDDIC, SPIN) that guide discovery, qualification, and closing. They ensure reps ask the right questions and focus on real opportunities.

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Processes & Tools (c_processes_tools)
Core Pillars (c_core_pillars)
Sales Strategy (c_sales_strategy)

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c_sales_frameworks

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Sales Frameworks

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0053

Created

2025-08-20T10:49:17.782Z

Updated

2026-01-16T03:43:46.329Z

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# Sales Frameworks

Standardized approaches (e.g., MEDDIC, SPIN) that guide discovery, qualification, and closing. They ensure reps ask the right questions and focus on real opportunities.

## SNAP Selling

Simple, iNvaluable, Align, Priority. Built for busy buyers—keeps deals clear, valuable, and aligned to what matters now.

## BANT

Budget, Authority, Need, Timeline. A lightweight filter to quickly qualify opportunities and protect seller time.

## NEAT Selling

Need, Economic Impact, Access to Authority, Timeline. Modernizes BANT by tying needs to financial impact and decision-makers.

## Customer Centric Selling (CCS)

Focuses on aligning solutions to customer goals and problems. Prioritizes value creation over feature pitching.

## Sandler Selling System

Uses upfront contracts and equal business stature. Surfaces objections early to create smoother, more predictable closes.

## SPIN Selling

Consultative, question-led approach: Situation, Problem, Implication, Need-Payoff. Uncovers pain and leads prospects to recognize value.

## Closing Frameworks

Tactics like assumptive, takeaway, and alternative-choice closes. Helps convert qualified, late-stage deals across the finish line.

## Challenger Sale

Teach, tailor, take control. Reframes customer assumptions with insight-led conversations to create urgency and differentiation.

## MEDDIC

A qualification framework: Metrics, Economic Buyer, Decision Criteria/Process, Identify Pain, Champion. Keeps deals aligned to how customers decide and spot true buyers.

Concept: Sales Frameworks

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