Sales Techniques Glossary
25 essential terms — because precise language is the foundation of clear thinking in Sales Techniques.
Showing 25 of 25 terms
A targeted sales strategy focusing personalized efforts on specific high-value accounts.
A communication technique involving full concentration, reflection, and clarification of the speaker's message.
A lead qualification framework evaluating Budget, Authority, Need, and Timeline.
A verbal or behavioral cue indicating a prospect is moving toward a purchase decision.
A sales methodology where reps teach, tailor, and take control rather than relying solely on relationship building.
The stage of the sales process where the prospect commits to purchasing the product or service.
Reaching out to prospects who have had no prior interaction with the salesperson or company.
An advisory approach prioritizing customer needs and long-term relationships over transactional outcomes.
Customer Relationship Management; software used to track interactions, manage pipeline, and analyze sales data.
Recommending complementary products or services to an existing customer to increase total deal value.
An early conversation focused on understanding the prospect's situation, challenges, goals, and decision process.
A person who controls access to the decision-maker, such as an executive assistant or office manager.
The process of determining whether a prospect has the characteristics needed to become a paying customer.
A product sold at a loss to attract customers who will then purchase additional, more profitable items.
An enterprise qualification framework: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion.
Building relationships with multiple stakeholders in a target account to reduce single-point-of-contact risk.
Addressing a prospect's concerns through listening, empathy, clarification, and evidence-based responses.
The total collection of active sales opportunities at various stages of the sales process.
Establishing trust and personal connection with a prospect through genuine interest, common ground, and empathy.
A structured sequence of multi-channel touchpoints designed to engage prospects over a defined time period.
Providing the sales team with the tools, content, training, and information needed to engage buyers effectively.
A methodology that focuses on diagnosing customer problems and positioning offerings as tailored solutions.
Neil Rackham's methodology using Situation, Problem, Implication, and Need-Payoff questions in sales conversations.
Encouraging a customer to purchase a higher-tier or premium version of the product they are considering.