| Consultative Selling: Focus on customers’ needs and provide personalized advice to solve their problems. |
| Solution Selling: Identifying and solving a specific problem that a customer faces, emphasizing the solution’s benefits. |
| SPIN Selling: Structuring sales conversations around Situation, Problem, Implication, and Need-Payoff questions to uncover and develop needs. |
| Challenger Sale: Teaching, tailoring, and taking control of the sales process to challenge customers’ thinking and drive value. |
| Value-Based Selling: Highlighting how a product or service provides value to the customer, focusing on ROI and benefits over features. |
| Social Selling: Using social media platforms to directly connect with and sell to customers. |
| Emotional Selling Proposition (ESP): Leveraging emotions to make a product or service more appealing. |
| The Sandler Selling System: A no-pressure, consultative selling strategy that focuses on qualification and addressing objections early. |
| BANT Framework: Qualifying prospects based on their Budget, Authority, Needs, and Timeline. |
| Account-Based Selling: Tailoring sales strategies to target and engage specific high-value accounts rather than individual leads. |
| Inbound Selling: Attracting customers through content and interactions that are relevant and helpful, not interruptive. |
| Fear of Missing Out (FOMO): Creating a sense of urgency to encourage customers to make a purchase to avoid missing out on a benefit. |
| Cross-Selling and Upselling: Recommending additional products or services to increase the value of a purchase. |
| The Foot-in-the-Door Technique: Starting with a small request to increase the chances of agreeing to a larger request later. |
| The Door-in-the-Face Technique: Beginning with a large request that is likely to be rejected, making a smaller request more acceptable. |
| Referral Selling: Using existing customers’ referrals to generate new business. |
| Trial Closes: Asking preliminary questions throughout the sales process to gauge a prospect’s readiness to buy. |
| Storytelling: Using narratives about real-life scenarios or success stories to illustrate a product’s or service’s value. |
| The Puppy Dog Close: Letting potential customers take a product home or try a service with the option to return it, hoping they’ll get attached and decide to purchase. |
| Neuro-Linguistic Programming (NLP) in Sales: Using psychological techniques to communicate more effectively and influence buying decisions. |
| Prescriptive Selling: Offering specific recommendations and guidance to solve a customer’s unique challenges. |
| Reverse Selling: Asking questions to make customers sell themselves on the product or service, rather than pushing the sale directly. |
| Strategic Partnership Selling: Positioning the seller as a partner in the customer’s success, emphasizing long-term benefits over immediate sales. |
| Educational Selling: Providing valuable information or education to customers as a way to build trust and facilitate the sale. |
| The Gittomer Principle: Building relationships with prospects through value-first selling, focusing on how to help the customer succeed. |
| The Takeaway Close: Subtly suggesting that the product or service may not be for everyone, inciting the prospect to want it more. |
| The Yes-Set Close: Getting the prospect to agree to a series of small commitments that lead to a final larger commitment. |
| The Ben Franklin Close: Listing the pros and cons with the customer, usually showing that the pros outweigh the cons. |
| The Columbo Close: Pretending to leave or end the conversation, then turning back to ask ‘one more thing’ that leads to closing the sale. |
| Assumptive Selling: Acting and speaking as if the customer has already decided to purchase, gently pushing them towards the sale. |
| Scarcity Selling: Highlighting the limited availability of a product or service to urge a faster decision. |
| The Contrast Principle: Showing less attractive options before presenting the preferred product to highlight its value. |
| The Halo Effect: Leveraging a brand’s reputation or a product’s standout feature to sell other offerings. |
| The Authority Selling: Establishing the seller’s credibility and expertise to build trust and persuade the customer. |
| The Framing Effect: Influencing decision-making by presenting information in a way that highlights the benefits or downplays the drawbacks. |
| The Law of Reciprocity: Offering something of value for free upfront, creating a sense of obligation to reciprocate, often by making a purchase. |
| The Consistency Principle: Encouraging customers to make decisions that align with their previous actions or statements, promoting consistency in their choices. |
| Multi-Threading: Engaging multiple stakeholders within a prospect organization to build broader support for the deal. |
| The Pareto Principle in Sales: Focusing efforts on the 20% of prospects or activities that will generate 80% of the results. |
| Outcome Selling: Focusing on the positive outcomes and success that the customer will achieve by purchasing the product or service. |
| Value Proposition Selling: Clearly articulating how a product or service solves a problem or improves the customer’s situation in a unique way. |
| Loss Aversion Selling: Highlighting what the prospect stands to lose by not purchasing, based on the psychological principle that losses are more impactful than gains. |
| The Law of Scarcity: Creating a sense of urgency by emphasizing limited quantities or time-sensitive offers to prompt immediate action. |
| Narrative Selling: Crafting a compelling story around a product or service that connects emotionally with the customer. |
| Social Proof Selling: Using testimonials, customer stories, and user reviews to validate the product’s value and effectiveness. |
| The Law of Contrast: Demonstrating the value of your offering by comparing it with competitors’ offerings, emphasizing its superior quality or value. |
| The Anchoring Effect: Starting with a high initial price or offer as an anchor, making the actual price seem more reasonable by comparison. |
| The Decoy Effect: Offering three options where two are similar but one is clearly better, guiding customers towards the preferred choice. |
| The Bandwagon Effect: Suggesting that a product or service is popular or widely accepted, encouraging customers to join the trend. |
| Peak-End Rule: Ensuring that sales interactions have strong, positive beginnings and endings, as these are what customers remember most. |
| The Foot-in-the-Mouth Technique: Starting conversations by asking about the customer’s well-being or showing genuine concern, creating a sense of reciprocity. |
| The Zeigarnik Effect: Leveraging open loops or unfinished stories to capture and hold the customer’s attention, promising closure through the sale. |
| Freemium to Premium: Offering a basic version of a product or service for free, then charging for premium features or capabilities. |
| The Endowed Progress Effect: Making it appear that a customer is already partway through a process or has earned a start towards a goal, motivating them to complete the sale. |
| The Diderot Effect: Encouraging additional purchases by appealing to the customer’s desire for consistency and complementarity among their possessions. |
| The IKEA Effect: Involving customers in the creation or customization of a product, increasing its value to them. |
| Exclusive Membership Selling: Offering customers the chance to be part of an exclusive club or group when they make a purchase. |
| Psychological Pricing: Using price points that are slightly below round numbers (e.g., $19.99 instead of $20) to make a product seem less expensive. |
| The Focusing Effect: Directing the customer’s attention to the most compelling benefits or features of a product, minimizing potential objections. |
| The Paradox of Choice: Limiting the number of options presented to customers to prevent overwhelm and facilitate decision-making. |
| The Power of Free: Offering something for free to attract interest before introducing paid options or add-ons. |
| Micro-commitments: Encouraging small actions that lead to larger commitments, easing the path to a sale. |
| Empathy Selling: Understanding and addressing the emotional needs and challenges of the customer. |
| The Commitment and Consistency Principle: Leveraging customers’ desire to appear consistent in their actions and commitments to influence purchasing decisions. |
| The Recency Effect: Prioritizing recent information or products, suggesting that the newest offerings are the most relevant or valuable. |
| The Serial Position Effect: Placing important product features or offers at the beginning and end of listings or presentations, where they’re more likely to be remembered. |
| Risk Reversal: Offering guarantees, refunds, or free trials to reduce the perceived risk of purchasing. |
| The Sunk Cost Fallacy: Encouraging continued investment in a product or service based on what has already been spent, rather than future costs and benefits. |
| Exclusivity Technique: Making customers feel special with offers or products that are available only to a select group. |
| Lifestyle Selling: Aligning a product or service with a desirable lifestyle or identity, making it more attractive to specific customer segments. |
| The Mere Exposure Effect: Increasing familiarity with a product or brand through repeated exposure, leading to a higher likelihood of purchase. |
| The Similarity Principle: Establishing common ground or shared attributes with customers to build rapport and trust. |
| Price Skimming: Setting a high price initially and then gradually lowering it to reach different segments of the market. |
| Price Penetration: Setting a low initial price to quickly gain market share and then adjusting it over time. |
| The Liking Principle: People are more likely to buy from someone they like or relate to on a personal level. |
| The Authority Principle: Demonstrating expertise or authority in a field to gain trust and persuade customers. |
| Social Influence: Showcasing how others have made positive decisions to buy, leveraging group dynamics to encourage sales. |
| The Scarcity Illusion: Creating the illusion of scarcity for a product that is not scarce, to trigger a fear of missing out. |
| The Curiosity Gap: Piquing interest with intriguing headlines or questions that leave a gap in knowledge, encouraging engagement for the answer. |
| The Contrast Principle: Presenting a lower-value offer before the real offer to make the latter seem more compelling. |