The NEAT Selling methodology, created by Richard Harris - The Harris Consulting Group, encourages sellers to prioritize listening to and understanding their prospects before jumping into a sale. Asking intentional questions to address each part of the NEAT philosophy allows sellers to more effectively qualify leads, build trust, and provide a solution tailored to each individual buyer.
The NEAT Methodology
NEAT Selling is a qualification strategy that enables sellers to be more efficient during a sale's discovery and qualification phase. Utilizing the elements of NEAT, sellers are more informed of the prospects’ needs and the reasoning or causes behind them rather than simply focused on surface-level pain. When implemented in an adaptive selling approach, NEAT selling tactics enable sales teams to more effectively qualify leads, become highly-skilled communicators, and quickly personalize the sales process for any deal.
(N)eed, (E)conomic impact, (A)ccess to authority, (T)imeline
Understanding the reason for the pain, and the effects it may have on an organization, allows sellers to frame their solution in the best way. This deeper understanding is only possible if salespeople practice active listening when employing this methodology. In any sales call, the first five minutes set the tone for the rest of the conversation and sale; sellers must extra diligent here to ensure they effectively reach their buyers.
In those first five minutes, understanding a buyer’s DISC type can arm sellers with what to say, or more importantly, what not to say. DISC insights also help sellers learn the buyer’s motivating factors and how they prefer to communicate and receive information to sell more effectively.
For example, buyers with a D-type personality are motivated by a competitive edge– therefore sellers must emphasize their product’s benefits. Buyers with C-type personalities are motivated by data and evidence, so selling to them requires plenty of external validation to back up any claims.
To highlight the benefits of their product, sellers must find a way to show buyers the potential economic changes their solution could have on their organization. By comparing the current landscape versus when the product is implemented successfully, sellers can help buyers visualize the positive impact the solution will have for them.
If a seller wants to show a buyer the economic benefits their product can provide, they must be able to communicate that value. This is where personality comes into play; Crystal identifies a buyer's personality and advises sellers on how to communicate and personalize their pitch based on each individual.
For example, S-type buyers are concerned more about security and reliability, while C-type buyers care more about data and numbers.
Using DISC insights, sellers can optimize how they frame economic impact depending on the personality of the buyer they are working with.
Access to Authority
Figuring out who has the buying power is vital in any sale. Sellers must be able to determine who has the authority and how to get access to them. It is crucial to research those key players and know how to best communicate with and persuade them.
Identifying who has the purchasing power and orienting towards their preferences and needs is vital in any sale– after all, there may be multiple departments and key stakeholders involved. Once identified, Crystal’s personality insights can be used to effectively communicate with each decision-maker through every stage of the buying process– and maximize their chances of success.
Establishing a timeline or deadline for decisions is essential to keep the momentum throughout the sales process. Being proactive here can ensure a smoother and quicker sales cycle and ideally push buyers towards a decision. Sometimes, it can be challenging to get everyone on the same page, approve of communication cadence, and finalize a deadline.
For example, S or C-type buyers prefer not to rush into any decision, D or I-type buyers typically may make decisions much quicker. Understanding personality can help ensure everyone is in alignment and agree on any proposed timeframe and deadlines.
Why NEAT Selling will help you close more deals
The NEAT selling methodology focuses on building long-term connections with buyers and providing excellent service and guidance. This methodology emphasizes the importance of active listening and emotional intelligence as it relates to making connections with prospects and closing deals. A typical buyer wants to feel heard and understood and that the seller is providing a genuine and reputable solution based on their needs and concerns.
By putting these techniques into practice, sellers gain a deeper understanding of the buyer’s needs and can pitch their product in a way that will truly resonate with and bring value to the buyer. They can also more efficiently qualify leads, build trust, guide buyers through sales, and provide a viable solution to their pains. Ultimately, buyers will be more inclined to purchase the product when they feel their needs are met, trust the seller, and have confidence in the solution offered.
How Crystal can help with NEAT Selling
Using Crystal can make the NEAT Selling methodology more effective by integrating an adaptive selling strategy to learn and understand each buyer's personality, behaviors, and motivations quickly. Crystal also offers actionable insights and coaching so reps can more easily implement the NEAT strategy. Rather than assuming a one-size-fits-all approach, sellers can quickly adapt their communication and pitch based on each unique buyer's DISC personality.
Because each buyer is unique, DISC insights are especially valuable to connect, communicate, and resonate with each individual. When putting NEAT selling into practice, sellers can use Crystal to guide them through each interaction and successfully execute each element of the methodology.
NEAT Selling encourages sellers to prioritize building connections with buyers through active listening and intentional questions. By using an adaptive selling platform built on the DISC methodology, sellers can quickly cut through the noise and implement the NEAT strategy more effectively in their outreach and throughout the sale.
Every prospect has their own communication style, preferences, and concerns, which means every sales interaction needs to be personalized. You can be prepared by understanding your prospect’s personality and changing your communication to fit their preferred style.
Learn how Crystal's adaptive selling platform can further enhance your NEAT selling process.