How to use N.E.A.T. Selling™ to Improve Sales Team Performance

There are dozens of different sales methodologies and solutions out there today, all claiming to have the most benefits or features for teams who want to succeed. However, the reality is that different selling systems will all work uniquely for sales teams, and some may only work as effectively as the team itself. So, while you’re choosing the right sales methodology, you’ll want to make sure that you’re also preparing your team to embrace the new ways of business. 

The N.E.A.T. Selling™ method focuses on the importance of listening to each customer and then developing a sales pitch based on those needs. It can offer a more effective option for closing deals and getting to know customers’ concerns and pain points. It offers a unique approach but has joined the growing list of customer-centric sales methodologies that are quickly becoming standard in business. 

What is N.E.A.T. Selling™?

N.E.A.T. stands for:

• Need 
• Economic impact
• Access to authority
• Timeline

This methodology was developed by Richard Harris, of Harris Consulting Group. The focus is on identifying what customers want as much as what they need, as well as how to position your product or service as the ideal solution. This strategy encourages learning about customer expectations and requirements first, which allows salespeople to effectively highlight the usefulness and value of their product/service. 

How does the N.E.A.T. Selling™ method work?

The four bullet points above aren’t just spelling out the acronym for N.E.A.T. They’re also the four steps to the N.E.A.T. Selling™ method. As mentioned, the first part of the system is focused on learning more about potential leads and clients so that they can tailor their sales pitch most effectively. 

Need

The first and most important concern for every salesperson is the need of the client. This goes beyond the surface-level need or request—it’s about creating an in-depth understanding of what they expect, hope for, and value, in addition to their pain points and needs. This allows sales teams to better understand how they can position their product or service in a way that provides a unique solution for each client. 

One of the most critical parts of this step is asking the right questions. The resources that come with this method will help sales teams use investigative questions to learn what leads and customers want and what they care about. 

Economic impact 

While focusing on the value of time, money, or energy saved, salespeople can use this step to help explain the economic impact of their product or service. Not only do people find out about their own return on investment, but they learn about financial opportunities that can be created by the company’s products and/or services. Conversely, sales teams can use this step to consider the clients’ situation and its economic impact, and then relate that back to the financial benefits of their product or service. 

Access to authority 

A client may engage with several people throughout the buying process. This is why sales teams need to know who is involved, their relationships, and which people handle which elements. Known as the access to authority, this function ensures that effective communication is in place and that sales teams can identify with key individuals. 

This is helpful because sales teams might not have direct access to the decision-maker, but if they know the hierarchy of authority, they will be able to figure out who they can reach out to in order to get a deal closed. 

Timeline

The last step or element in the N.E.A.T. Selling™ method is the timeline. Of course, this isn’t a timeline of the sales team’s needs or goals—it is a timeline for clients that helps track progress and encourages them to close a deal. If you do it right, the sales team’s goals can be aligned with the client's goals, allowing everyone to achieve results when they work together utilizing this sales methodology. 

Tips for success with N.E.A.T. Selling™ 

Now that you understand the basic framework of N.E.A.T. Selling™, it’s time to learn a few tips to help you make the most of it for your organization. If you want to improve client relationships, increase lead conversions and sales, and create a strong professional sales team, consider the following. 

Consider the client’s needs first 

As mentioned above, it can be tempting to focus on the timeline as it matters to your sales team and their goals. That, however, can quickly discount the timeline and needs of the client. Make sure that your sales reps ask clients how soon they need to implement or utilize the product or service and use other probing questions to make sure that you can deliver effective solutions promptly. 

Be empathetic 

Empathy is essential in sales. Your team needs to listen to the client’s concerns and pain points, and help them develop an effective solution. Take the time to put yourself in the client’s shoes—how would you want a sales rep to approach you? This also prevents your sales team from sprinting through the sales call or pushing clients further along than they should be out of anticipation or a lack of understanding. 

Utilize active listening 

Too often, sales teams are listening to respond or waiting to hear the lead say the exact right words so that they can jump in with their pitch. While this might be effective in some cases, it’s not going to get the results your team deserves. You need to teach everyone to engage in active listening—actually listening to the client and their needs fully, and then developing a response based on what they heard—if you want to get better results. 

Prep your lead response strategies for the influx of new leads 

While you’re learning about a new sales methodology and training your sales team, you’ll also want to make sure that you’ve got tools in place to handle all those new leads. Partner with the virtual receptionists at Smith.ai and you can get a 24/7 answering service to ensure you never miss a lead. 

Plus, we’ll also offer support for your outreach campaigns, and handle things like lead intake and appointment scheduling so that you can focus on your sales funnel and your customers. To learn more, schedule a consultation or reach out to hello@smith.ai. 

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