Guides

Sales methods, explained so you can use them on a live call.

Each guide walks through the method, gives you questions ready to ask, the mistakes that cost deals, and shows how Otik helps you hold the line during your calls.

SPIN Selling 8 min

SPIN Selling: four questions, in order.

SPIN Selling is the most quoted discovery method in sales and the least practiced. It fits in four letters, and everything hinges on the third.

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MEDDIC 9 min

MEDDIC: six questions that tell you if the deal is real.

MEDDIC isn’t a sales method, it’s a qualification grid. Six things you need to know before you spend time on a deal.

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Discovery calls 8 min

The discovery call: get them talking, in order.

Discovery is the part of the cycle that decides everything after it. A good discovery call isn’t one where you presented well; it’s one where the prospect gave you facts, numbers and the name of a decision-maker.

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Sales objections 9 min

Objections: acknowledge, explore, handle, check.

An objection isn’t a no. It’s the prospect telling you where they stand.

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Sales pitch 7 min

The sales pitch: after discovery, never before.

The pitch isn’t the moment you present your product. It’s the moment you tell the prospect what you understood about them, and what you propose to do about it.

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Closing 7 min

Closing: a dated step, not pressure.

Aggressive closing lowers your signature rate in complex sales, and we’ve known that for forty years. What gets a deal signed is complete discovery and a next step the prospect agreed to themselves, with a date and a name on it.

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Sales techniques 8 min

The sales techniques that hold up on a real call.

Most “sales techniques” are lines learned for a world where the prospect hadn’t already read your website. The ones that remain aren’t formulas.

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Sales coaching 9 min

Sales coaching: one focus at a time, and you check it gets done.

Sales coaching fails in two ways: the manager has no time to listen to calls, or they listen and give ten pieces of feedback nobody remembers. What works comes down to three rules: measure, pick one thing, check it gets done.

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