Sales methodologies, made practical
What each method is for, the questions it asks, what a good call sounds like, and how to drill it until it's habit. Vonvo scores practice calls on an NEPQ-based scorecard, and SPIN, MEDDIC and BANT are available as practice frameworks.
- NEPQNEPQ (Neuro-Emotional Persuasion Questioning) is a question-led sales method developed by Jeremy Miner. Instead of pitching, the rep asks a structured sequence of calm, curious questions that help the buyer put their own problem, its consequences and the change they want into words. The idea is that people trust conclusions they reach themselves more than claims a salesperson makes.Scored in Vonvo
- MEDDIC and MEDDPICCMEDDIC is a qualification framework for complex B2B deals: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion. MEDDPICC adds Paper process and Competition. It isn't a call script; it's a checklist of what you need to know to forecast a deal accurately and avoid late surprises.Practice framework in Vonvo
- SPIN SellingSPIN Selling is a questioning method for larger, consultative sales built on four types of questions: Situation, Problem, Implication and Need-payoff. The rep uses them to move a buyer from describing how things are today to recognizing a problem, understanding what it costs and stating the value of solving it. It was developed by Neil Rackham from research into what successful salespeople actually did on calls.Practice framework in Vonvo
- BANTBANT is a lead qualification framework that checks four things: Budget, Authority, Need and Timeline. It helps reps decide quickly whether an opportunity is worth pursuing. It's simple to learn, which is why it's still widely used, but asked bluntly and in order it can feel like an interrogation.Practice framework in Vonvo
- The Challenger SaleThe Challenger Sale is a B2B sales approach built on teaching buyers something new about their own business, tailoring that insight to each stakeholder and taking control of the conversation, including money and next steps. Instead of starting with the buyer's stated needs, a Challenger rep leads with an insight that reframes the problem, then shows why their solution is the best way to act on it.Practice with custom scenarios
- Sandler Selling SystemThe Sandler Selling System is a sales method that treats the rep and buyer as equals and puts qualification ahead of presentation. Reps set clear agreements at the start of each meeting, use a sequence of questions called the pain funnel to find the buyer's real reasons to change, and qualify budget and the decision process before they present. If there's no fit, the goal is to find that out early and walk away.Practice with custom scenarios
- Gap SellingGap Selling is a problem-centric sales method created by Jim Keenan. The rep's job is to understand the buyer's current state in detail, help them define the future state they want, and make the gap between the two clear and worth closing. The bigger and better understood the gap, the more value the buyer sees in changing.Practice with custom scenarios
- SPICEDSPICED is a customer-centric discovery and qualification framework from Winning by Design. It covers five things a rep needs to understand: the buyer's Situation, their Pain, the Impact of solving it, the Critical event that makes it urgent and how the Decision gets made. It was built for recurring-revenue businesses, so the same notes are meant to carry from the first call through onboarding and renewal.Practice with custom scenarios
- Value Selling FrameworkValue selling is an approach where every conversation is anchored on the business value the buyer will get, not on product features. In the best-known version, the ValueSelling Framework, the rep uncovers the buyer's business issue and the problems behind it, helps them form their own vision of a solution, agrees on what solving it is worth, reaches the person with the power to buy and builds a plan to a decision together.Practice with custom scenarios
- Solution SellingSolution Selling is a method for complex sales built on diagnosing the buyer's pain and helping them form their own vision of how to solve it before the rep presents anything. The rep moves the buyer from latent pain they haven't acknowledged to admitted pain, then to a vision of the capabilities they need, using a structured mix of open, control and confirm questions. It also asks the rep to reach the person with power to buy and agree on an evaluation plan, so the deal follows the buyer's process.Practice with custom scenarios
- Command of the MessageCommand of the Message is a sales messaging methodology from Force Management. A team builds a shared value framework that links the buyer's current problems and their consequences to the outcomes the buyer wants, the capabilities required to get there, how success will be measured and why your way of delivering it is different. Reps then use the framework to guide discovery and to answer the three questions every buyer has to settle: why do anything, why now and why you.Practice with custom scenarios
- Consultative SellingConsultative selling is an approach where the rep acts as an advisor. They research the buyer, diagnose the problem through questions, share relevant expertise and recommend what fits, even when that means a smaller deal or no deal. It is less a fixed script than a way of working, and most named methods, from SPIN to Gap Selling, are structured ways of doing it.Practice with custom scenarios
- Straight Line PersuasionStraight Line Persuasion, also called Straight Line Selling, is a sales system taught by Jordan Belfort. It pictures every sale as a straight line from the opening to the close, and the rep's job is to keep the conversation on that line. Its central claim is that a buyer acts when they feel highly certain about three things, the product, the salesperson and the company, and that the rep builds that certainty through qualifying questions, a focused presentation, tonality and a technique called looping.Practice with custom scenarios
Pick a method and run a practice call
Start with 250 free credits. No card needed. Pick a scenario, talk to an AI buyer, and get your call scored in minutes.