There is no shortage of new selling methodologies taking the world by storm. In the B2B sales field, there are plenty of options to choose from when picking a great sales strategy to implement across your team. Choosing the right method involves understanding the draw of each strategy and analyzing which is best equipped to turn prospects into customers in your respective industry. The NEAT Selling Strategy revolves around addressing your prospect’s pain points and needs during your sales calls, pitches, and interactions, and positioning your product as the right solution.

NEAT is an acronym that stands for Need, Economic Impact, Access to Authority, and Timeline. It is a structured approach to selling that emphasizes the importance of listening to the customer's needs and understanding the environment in which the customer wants to apply and use the solution. It also emphasizes the importance of understanding the tools that the customer is currently using to complete their work so that the proposed solutions can be integrated with those tools. The NEAT methodology was developed in an effort to improve sales performance by standardizing the sales process and reducing the amount of time salespeople spend trying to sell solutions that weren't a good fit for the customer's business. Read on to learn about each of the elements of the N.E.A.T sales technique and how to best utilize them to convert customers and increase sales.

Why The N.E.A.T. Technique Works

Like MEDDIC Selling, the N.E.A.T sales technique helps businesses with lead qualification. Rather than wasting valuable time working with prospects who don’t have the means to decide, afford, or use your solution, NEAT helps determine which prospects will really be high value targets.

Lead qualification has become a focus of many sales methodologies as companies look to implement strategies which make their sales funnel more efficient. The combination of the factors that make up the N.E.A.T acronym address prospect’s needs and assess their ability to adopt your solution. By focusing your sales pitch on these 4 areas you can deliberately move prospects through the sales process and ensure they are a qualified partner for your business.

Need

In order to convince prospects to adopt your solution, you must convince them there is a reason they need a solution. The old saying, “if it ain’t broke don’t fix it” can’t apply to a prospect if you dig deep and find the problems that are preventing the company from being as efficient as possible.

Highlighting a company’s needs means more than just pointing out surface level problems. Sales reps need to use their vast knowledge of the prospect’s specific industry to and of their company to recognize core pains that are hindering their success. A sales rep who is able to understand the complex needs of each of their unique prospects is invaluable. While it is not easy to research and comprehend the differing needs of each potential customer, this extra effort will make prospects feel heard and alert them to the need of a new solution.

Quickcard Helps Highlight Prospects’ Needs

Quickcard is a sales enablement product which allows you to quickly customize your sales collateral to reflect the needs of your prospect. Many salespeople fail to close deals because they pitch features that aren't relevant to their consumer. Quickcard allows you to have virtually infinite variations of your sales collateral ready to circulate with the click of a button.

For prospects who are interested in a particular feature of your solution, you can be sure to make it a prominent part of your pitch. Other features that are important, but secondary features for your prospect can be mentioned, but not focused on. Ultimately, you as the salesperson know what your prospect is interested in, and you know what to focus on. Quickcard makes it easy to update and send your documents as quickly as possible.

Economic Impact

Once you have established the core pain points that your prospect is facing, you must show them the impact those problems are having on their business.  Money talks, so specifically showing the economic impact of these problems is crucial.

While the word “problem” already insinuates that it needs to be fixed, a great salesperson does not assume that the prospect has connected the two. Recognizing a problem is a necessary first step, but diving into the actual negative effects that the problem causes is the best way to show them the benefit of your solution.

Quickly Address The Impact of Your Solution for Potential Clients’ Pain Points

While highlighting relevant features is important, proving to your prospects that your solution has a real impact is the best way to convince them to take the plunge and try your product. Quickcard also allows you to address the economic impact of your product as it relates to your prospect’s goals by stressing the results that your prospect desires. With different iterations of your sales collateral ready to go, you can choose how to pitch your product to each unique customer. For example, if your prospect hopes to decrease costs, you can have an iteration ready that shows how your product decreases costs of production. For another prospect who is worried about time, you can have an iteration that emphasizes the efficiency your solution provides. Addressing quantifiable impacts of your solution is easy with Quickcard.

Access to Authority

Although pitching your solution to anyone is important, sometimes, the most important pitch isn’t the one you give. Instead, the most important, and the most uncontrollable, pitch is the one your contact gives to his or her co-workers. It is rare that any one individual makes a purchasing decision in most companies. Often, a group of people must approve a purchase. Access to the authority who can make these decisions is a crucial component to factor into your sales conversations.

Quickcard fills the gap that is left when a sales call ends. While your pitch can be practiced and perfected, your initial contact isn’t trained to sell your product. When they inevitably have to convince their coworkers to support your product, they may botch the internal sale. Quickcard controls the most uncontrollable part of the sale by putting your voice into your champion’s. Quickcard’s sales collateral can be easily forwarded up the chain of command and can let you dictate what features of your product are highlighted.


Perhaps even more importantly, Quickcard empowers you to adjust your pitch on the fly and to monitor what is working. Real time, in-depth analytics show you who has viewed your document, where they spent a lot of time viewing materials, how often they paused or played videos, and so much more. All of these analytics can help you understand what your prospect desires, and can help you prepare to bring the sale home during your next meeting.

Timeline

NEAT Selling is unique because of how it emphasizes time as part of its selling criteria. Adding a timeline to your sales conversations adds a sense of reality to the interaction. Timelines create urgency and stress the important results of your product’s implementation.

Although creating a timeline with a firm date may seem like you are risking losing a prospect who isn’t ready, a well planned timeline made in conjunction with the prospect adds structure to the sales process and spurs it along. When creating a timeline, sales professionals should be sure to stress the results of continued problems if a prospect fails to adopt your solution.

Quickcard ensures that your sales reps factor time into their sales by allowing a timeline to be a necessary variable to address. Time is a huge factor for many prospects, and Quickcard’s ability to address it in sales documents can show that their goals are attainable. Different companies are in different stages of their development, and being able to address the nuances of these different stages is crucial for B2B businesses in particular.

How Quickcard Facilitates Team Buy In

A sales methodology only works if your team buys into it. Often, companies set a policy, but the implementation fails to trickle down to all the sales reps. Sales reps who are weary to use the chosen sales methodology aren’t doing so to be insubordinate. Rather, many are stuck in their ways, and are comfortable selling how they know.

Regardless of their intentions, inconsistencies across sales teams can be a major detriment to the company as a whole, and can result in sales being left on the table. Quickcard helps sales teams increase their consistency by reminding reps of the inputs that need to be addressed for each prospect. Since reps need to address each element of the N.E.A.T. Selling methodology when they create their sales collateral and landing pages, they will be persuaded to ask questions that help them gather this information from their customers.

Important Things To Remember

As with all modern selling methodologies, the best salespeople learn to adapt on the fly. In baseball, the old saying goes that average hitters adjust game to game, good hitters adjust at-bat to at-bat, and great hitters adjust pitch to pitch. The same philosophy should guide your sales.

While each letter stands for a different part of the acronym, a great sales rep sees the whole picture, and uses the answers and the knowledge they gain from each question they ask to influence their next one. If you begin to practice this sales methodology, your customers may find it pretty neat that their salesperson truly cares about the needs of them and their business. That feeling might just be enough to take your sales to the next level. Learn more here!

Sources

LucidChart: https://www.lucidchart.com/blog/neat-selling-explained

Salesmate: https://www.salesmate.io/blog/neat-selling-methodology-in-sales-process/

Sales Hacker: https://www.saleshacker.com/evolution-sales-welcome-neat-selling/

Sales Odyssey: https://www.salesodyssey.com/blog/neat-selling/