Sales Modeling: What is It? A Comprehensive Guide

What is sales modeling, and why should it matter to your business? Today’s sales professionals use a range of strategies and methodologies to connect with customers, generate profits, and unlock new opportunities. A sales or selling model is just one of the solutions a professional can use to boost their chances of closing a deal, and achieving their professional goals.

Using the right selling models, companies not only boost their revenue potential – they also unlock new opportunities to strengthen their brand reputation and improve relationships with customers. Let’s take a closer look at sales models.

What is a Sales Model?

Let’s start with the basics: what is a sales model?

A sales model, or sales modeling, is a general framework which outlines how a company approaches the sales process. Sales models are basically step-by-step strategic guidelines for boosting sales. For instance, you may be familiar with common sales models already, such as outbound sales (cold calling), account-based selling, and team sales.

A sales model is a little different to a sales process. The sales process outlines the specific steps a company might take to convert a prospect into a lead, then a sale. A sales model simply describes how you sell, and the strategies you might use.

Common Selling Models: Sales Model Examples

There are various different types of sales modelling strategies a company can use, based on their specific target audience and business processes. The strategies that work best for you will depend on a number of factors, but here are some common examples to inspire you.

1. SPIN Selling

The SPIN selling model relies on the knowledge that customers tend to buy products to resolve the issues the customer might face. Each portion of this methodology encourages sellers to identify the questions sales associates might ask during a conversation, to learn more about a customer’s needs. For instance, you may ask questions connected to the prospects:

• Situation: The current circumstances the customer is dealing with.
• Problem: The main issues causing customers to seek out solutions.
• Implications: How the problem affects the customer or prospect.
• Need: The specific solution a customer is looking for.

2. NEAT Selling

Similar to many sales modelling strategies, the NEAT strategy revolves around identifying specific pain points and expectations a customer might have during a sales process. It assists companies in ensuring they’re offering products or services which are relevant to a customer’s needs. The “NEAT” acronym stands for:

• Need: The specific outcomes a customer is looking for from a product or service
• Economic impact: The financial impact a problem is having on a prospect’s life, and the financial benefits of choosing the right solution.
• Access to authority: Ensuring a customer has access to a person of authority capable of understanding their requirements and offering useful advice.
• Timeline: Establishing the dates when a project or solution needs to be implemented.

3. Conceptual Selling

Conceptual selling is a sales model which involves convincing a customer to invest in a “concept” rather than a specific product or service. For instance, if a business was selling accounting software for financial professionals, they may focus on getting customers to invest in the time they’re going to save on dealing with manual processes and eliminating errors.

Conceptual model selling involves learning what kind of issues customers are facing with a current product or solution, what components they’re looking for in a solution, and how the problem is affecting their life or business.

4. SNAP Selling

Companies deploying SNAP selling strategies are highly respectful of their customer’s limited time to make decisions and implement solutions to problems. The strategy revolves around removing as many frictions as possible from the sales cycle, so transactions can be made quickly. SNAP involves four principles, which contribute to the name:

• Simple: Sales reps should explain the solution they have to offer as simply as possible, drawing attention to the key benefits it offers.
• Invaluable (N): This process involves developing a relationship with a potential prospect based on mutual trust and understanding.
• Aligned: In this stage of the sales model, reps focusing on finding solutions their company can provide which directly address the issues the customer is facing.
• Priority: This involves identifying the important aspects of a sale and knowing what your customers prioritize, so you can close the deal quickly.

5. Inbound Selling

Inbound selling is an increasingly popular sales model, which involves convincing your customers to seek you out, rather than approaching them. Using a compelling brand voice and advertising strategy, businesses convince clients to reach out for them for insights and advice.

Customers who are attracted to companies through inbound selling techniques are more likely to trust the brand in question, and they’re less likely to feel pushed into a sale. Inbound selling models can involve offering access to a free quote or consultation on your website.

6. The Sandler system

Another well-known sales model example, the Sandler selling system involves building a relationship between your company and the customers you want to serve. The focus here is on building rapport and trust with your target audience through regular conversations. The seven-step process involves:

• Bonding and building relationships with customers
• Establishing expectations and roles
• Understanding the needs and problems of each customer
• Determining a customer’s specific budget
• Tracking the customer decision-making process
• Proposing products and services as a solution to problems
• Completing a sale and maintaining the relationship

7. Customer-Centric Selling

Similar to inbound selling, customer-centric selling has grown more popular as customers continue to search for companies who show an interest in putting their needs first. This sales modeling strategy revolves around ensuring the sales representative and business can become a trusted partner and advisor to a customer, through lucrative sales conversations.

Companies leveraging customer-centric selling take the needs of their customers into account, assessing their specific problems and objectives, timeline, and requirements.

8. MEDDIC

The MEDDIC sales model is a structured sales approach commonly used by technology companies. It’s designed to help companies compare the effort involved in a sale to its potential value, helping reps to focus their attention more effectively. The MEDDIC sales model is represented by:

• Metrics
• Economic buyers (who is actually responsible for the purchase)
• Decision criteria
• Decision processes
• Identifying pain points
• Championing a solution

Which sales model does your company use?

There’s no one-size-fits-all strategy for choosing an effective sales model. The solution best suited to each customer will depend on the sales strategy of the business, the skills their employees can display, and the goals of the company. The right sales strategy should leverage your company’s unique skill set, and help you to develop lucrative relationships with your target audience.