Sales Skills: 10 Useful Sales Acronyms

Here are some acronyms that summarize the sales talk:

1. ADAPT: Assessment, Discovery, Activation, Projection, Transition

2. AIDA: Attention, Interest, Desire, Action

3. ARC: Ask, Recommend, Close and Cross-sell

4. CHaR: Confusion, Humor and Request.

5. FAB: Features, Attributes (or Advantages), Benefits.

6. LAIR: Listen, Acknowledge, Identify objection, Reverse it

7. LOCATE: Listen, Observe, Combine, Ask, Talk, Empathize

8. SELL: Show, Explain, Lead to benefits, Let them talk

9. SPIN: Questions about Situation, Problem, Implication, Need-Payoff

Making Sales Presentations

Four main kinds of simple sales presentation styles are:

10. SELL: Show, Explain, Lead to benefits, Let them talk.

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