A.B.C.
"Always be Closing" Made famous by Alec Baldwin in the movie Glengarry 
Glen Ross, the old-line salesperson was always pushing for the sale. "Get them to sign on the line that is dotted". This attitude is a big reason salespeople rank right down with Politicians when it comes to trust. This isn't dialog, it's gamesmanship, and the customer is the loser.
B.A.N.T.
"Budget - Authority - Need - Timeline" In the old world, there was one decision maker, and that person had a need, a 
budget, and an impending event. The salesperson needed to crack the secret code to unlock the budget dollars for their solution. Things are a bit more complicated now!
"Why BANT is Bunk"
S.P.I.N.
Neil Rackham's book by this name revolutionized the sales world when it was published in 1988. Now, even Neil jokes about the same tired list of questions salespeople recite like robots. Just watch executives roll their eyes when asked "What keeps you up at night?"
These old sales practices served us well for years. Why are they obsolete now? Because customers expect their salespeople to be knowledgeable and prepared before they sit down to a meeting. It's the salesperson's job to provide ideas to the customer, not vice versa.
New Sales
Executives expect salespeople to "Pull" with innovative ideas and practices rather than "Push" with tired old manipulative tactics. Many customers know the technology and applications better than the salesperson.
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| "Tell me Something I don't Know, Sherlock" |
S.W.I.P.E.
"Steal - With - Integrity - Purpose - & Enthusiasm" The best salespeople "SWIPE" the newest, the best, and the most transformative ideas and share them with their customers. What are the best ways to improve customer service, to speed innovation, to gain a competitive edge, to handle compliance regulations, and to cut operating costs?
P.U.K.E.
"People - Uttering - Knowledge of Everything" This phrase was popularized by Sales Guru Ron Karr. While he uses it as a disparagement, there's a real element of truth in it. Top salespeople are in fact the extremely knowledgeable, but the value of their knowledge is not in the product or service itself. It's how the customer can use it for competitive advantage.
S.M.A.C.
"Social - Mobile - Analytics - Cloud" Selling has 
changed because buyers have changed how they learn, research, and communicate. They check out people and ideas online using apps on their mobile devices. You'd better have a strong profile on all the Social Media sites, great reviews on the specialized technology sites, and high SEO scores.
SMAC Business Model
Let this be a warning to everyone in I.T. Sales: don't Push, BANT and SPIN, you need to PUKE, SMAC, and SWIPE your way to success!
