Sales glossary
The methodologies, persuasion principles and category terms that come up in B2B sales, each defined plainly, and each with a note on how it shows up in a live call.
Methodologies
- MEDDIC Six things you must know before you forecast a deal.
- BANT The fast qualification checklist, and its limits.
Persuasion
- Sales objection What they say, versus what is actually stopping them.
- Foot-in-the-door Small yes first, because the second yes gets easier.
- Reciprocity Give first, and the ask changes shape.