A structured approach to managing sales conversations and advancing opportunities, defining how reps qualify prospects, handle objections, and guide buyers through a decision.
Also known as:
Sales methodology, selling framework
A sales method is the playbook that governs how reps behave at each stage of a deal — what questions to ask, what information to capture, and what moves to make. Common methods include MEDDIC/MEDDPICC, Challenger, SPIN, Command of the Message, and solution selling.
The method chosen should reflect the complexity of the sale, the length of the buying cycle, and the sophistication of the buyer. Methods are only useful if embedded into CRM fields, deal reviews, and onboarding — otherwise they become shelf-ware.
The right method gives reps a repeatable way to diagnose opportunity health and gives managers a consistent lens for coaching on where deals are at risk.
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