We all know there are million of them out there: solution selling, challenger, transparency selling, MEDDIC, Sandler etc etc.
Which one do you like and use and why?
I'm very interested in hearing everybody's perspective and ideas on what works and what doesn't.
I'm a fan of Sandler myself, for many reasons some examples of is that fact that I feel like Sandler take a broader perspective on the sales cycle all the way from prospecting to upselling to existing clients. Whereas, I feel like many of the other models have much narrower perspective and really only look at the process from when the prospect is identified to closing the initial sale. As such I think they completely forget to address prospecting, I mean is the opportunity just supposed to fall out of the sky?
I also feel like Sandler in many respects takes a bit of contrary approach and uses reverse psychology to persuade the prospect. Where I feel like most systems are focused on pushing the customer to want to buy by telling them all the reasons they should buy, where Sandler uses the opposite approach by saying to the customer that they probably don't needs this (of course after showing them all the arguments for them needing it). Or saying you probably can't find budget for this (after of course showing them all the financial benefits that others have experienced).
I just feel like this is a much more sophisticated approach, but I would love to hear your opinion or perhaps you have some other brilliant approach?