Which sales methodology is best???

BANT
SPIN
GAP
Challenger
Sandler
Target Account Selling

I frequently get asked which method I use, and the simple answer is that there isn’t a single method that I use when selling.

If I had to pick one to recommend, it would GAP selling by Keenan, as this aligns closest with how I run discovery.

And solid discovery is what leads to sales.

But to me what’s more important that the method you use is HOW you sell.

How you show up.

How you communicate.

How you listen.

How your customers FEEL when they engage with you.

People buy from people. Human to human.

Trust, connection, and belief that you can help them is what leads to sales, not methods.

So rather than focus on learning a sales method, focus on learning how to master communication.

What are the top ways to master communication?

Today I break down what i jokingly call the “Ian” method, which describes how I engage with customers to make them feel seen and heard.