How often do you turn to NEAT selling? Short for Need, Economic impact, Access to authority and Timeline, this method involves asking smart questions to uncover a prospect’s true priorities. Prospects often respond to this approach because they want to feel understood. They’re not interested in sales reps who talk faster or pitch harder — they want to be heard. When you approach conversations with curiosity rather than pressure, you begin to build trust.
In a blog post for Sybill, writer Richa Sharma breaks down the benefits of NEAT selling and how any sales rep can make it a powerful sales tool. We share her thoughts in this issue of PromoPro Daily.
Discover the real need. Remember to ask open-ended questions and encourage the prospect to clarify their challenges and goals. Instead of assuming their needs, Sharma recommends asking, “What would happen if this isn’t solved?”
Identify the economic impact. Once you’ve identified the need, Sharma says the next step is to show how solving the problem translates into financial impact. This might be cost savings, revenue growth or improved efficiency. Try to paint a picture of the ROI of your promo solution.
Gain access to authority. Deals can stall if you’re not working with decision-makers. Make sure you establish who has the purchasing authority early in the conversation. Sharma says it’s as simple as asking, “Who else needs to be involved in this decision?”
Align with the timeline. A deal without a clear timeline is unlikely even if a prospect is interested. However, Sharma says constant follow-ups without a sense of your prospect’s timeline can be too aggressive. It’s important to understand when they need a solution. This helps you gauge urgency and prevent stalled negotiation.
Steer things in the right direction. It can be a delicate balance, but you need to learn the prospect’s deadlines without coming off as pushy. If the timeline is vague, Sharma advises considering whether the deal is worth pursuing or if you should focus on a higher-priority opportunity.
While transactional or solution selling might be right in certain situations, NEAT selling is ideal when you want to build credibility and create more meaningful connections. Try the tips above to work some NEAT magic into your next sales call.
Compiled by Audrey Sellers
Source: Richa Sharma contributes blog posts for Sybill, a cloud-based call partner that helps sales teams better understand their prospects and close more deals.
