Your Tech Solution is not meant for everyone. Old-school sales techniques don’t cut it anymore in today’s business. Many people think sales is all about charisma, persistence, and knowing your product inside out. Personality is helpful, but sales is an acquired skill, so what you need to learn and master is how to sales and know different sales techniques.
Those are strategic frameworks that guide how we think, act, and sell. But no single approach fits all. The sales technique that works in one industry might fall flat in another. That’s why it matters to understand and choose the right sales technique.
What Is a Sales Technique?
A sales technique is a framework or set of principles that guide your sales reps to close clients. It takes goals and turns them into actionable steps for your reps to complete during each stage of the sales process.
Unlike a full sales process, techniques usually focus on specific parts of the sales cycle — like qualification, discovery, demos, or follow-ups. And since every business has its own sales process based on its customers, industry, and product, the technique you use needs to reflect those..
So what are the most popular sales techniques and how do you choose the right one for each stage of the sales cycle?
Business Development is critical to any business. Whether you want to speed up your Sales Cycle to close a deal, convert more leads into actual customers or sell more: optimising your entire Business Development process is beneficial to any Tech Company
Which sales techniques should I use?
The list of Sales Techniques is really long: SPIN Selling, N.E.A.T. Selling™, Conceptual Selling, SNAP Selling, Challenger Sale, The Sandler System, MEDDIC, Solution Selling, Inbound Selling, Target Account Selling, Command of the Sale or Gap Selling?
No worries, we got you covered! Here are the 5 Sales Methods we recommend for selling Deep Tech Solutions.
The BANT Sales technique
BANT stands for Budget, Authority, Need, and Timing. It’s a straightforward framework for qualifying whether a lead is worth pursuing. Each element helps you figure out if the prospect is ready, able, and serious about buying your solution.
Best for: Quickly qualifying leads to avoid wasting time.
Use in: Early-stage qualification and prioritization.
For deep tech startups with limited time and long sales cycles, BANT is a powerful tool to focus your efforts. You ask targeted questions to learn if the prospect has the budget to invest, the authority to make decisions, a real need for your product, and the right timing to act.
BANT helps you filter out prospects who aren’t ready to move forward, so you can spend more time with those who are. It’s simple, effective, and especially useful when you need to qualify leads quickly and keep your pipeline clean.
MEDDIC Sales technique
The MEDDIC framework is built for highly structured sales processes. Each element serves as a checkpoint to ensure you’re on track. It’s all about ensuring you’re engaging with the right decision-makers, gathering the right information, and making sure the solution fits the buyer’s specific needs.
Best for: Large-scale sales with multiple decision-makers.
Use in: Qualifying prospects and managing a complex sales funnel.
Deep tech startups often face long sales cycles with multiple stakeholders. That’s where MEDDIC really proves its worth. It forces you to qualify leads early so you don’t chase companies without budget, urgency, or decision power. You map out the decision process, and having an internal champion, your team stays focused on deals that can actually close. It saves time, aligns your pitch with what matters most to the buyer, and gives you a clear path to move complex deals forward.
Solution Selling Technique
Solution Selling is a consultative approach. Instead of pushing a one-size-fits-all product, you diagnose the problem and see how your solution uniquely fits the prospect’s needs. Sales reps ask questions to uncover the root causes of issues, and then propose how their product or service can directly solve those problems.
Best for: Perfect fit of your offering to a prospect’s specific needs.
Use in: Discovery, qualification, and proposal stages.
This method is perfect for deep tech startups, where the product isn’t always straightforward. Every client might have a unique set of challenges. You should show the buyer that you understand their specific problem and have a customized answer. This builds trust and positions your tech as essential for solving their pain.
Sandler Selling System
Sandler flips the traditional sales script. Instead of pushing a product, the sales rep becomes an advisor. The goal? A balanced relationship where both sides explore whether the solution is truly a fit. By asking questions, reps build mutual trust, uncover objections early, and avoid wasting time on deals that are not a match.
Best for: Long sales cycles with high-value solutions.
Use in: Relationships building and early qualification.
The Sandler method allows you to build genuine relationships and avoid the high-pressure tactics that can feel off-putting in complex tech sales. The Sandler Submarine is a step-by-step journey—each compartment represents a stage that must be fully explored before moving forward.
- Rapport – Start by building a genuine connection.
- Upfront Contract – Set mutual expectations early to establish a balanced and transparent conversation.
- Pain – Uncover the prospect’s true challenges.
- Budget – Determine early whether the prospect can invest in a solution, saving time for both sides.
- Decision – Understand who’s involved in the buying decision and how it will be made.
- Fulfill – Only after confirming fit, budget, and decision process do you present your solution.
- Post-Sell – Reinforce the decision, prevent buyer’s remorse, and set the stage for long-term success.
The SPIN Selling Method
For deep tech startups, SPIN can open the door to conversations where prospects might not know they have a problem yet. You need to identify inefficiencies or gaps in their processes before offering your solution.
Best for: Complex sales where the buyer hasn’t yet recognized their pain points.
Use in: Discovery and qualification stages.
SPIN Selling focuses on guiding the prospect through a discovery process by asking four types of strategic questions:
- Situation – “What is your approach to X situation?” “How do you feel about the X situation?” and “Which is your favorite tool for X?”
- Problem – “How long does it take to complete the X process?” “Does the current service fit into your budget?” “Is your team familiar with the process and tools?”
- Implication – “How much time does the X process take?” “How is a particular issue impacting productivity?” and “Has this problem drastically affected your KPIs?”
- Need-Payoff – “Does your team find value in X?” and “How does X solution make it easier for your organization to achieve the goals?”
Integrate social selling into your SPIN strategy. Connect with prospects on LinkedIn and browse their profiles to get a sense of their pain points, work ethic, and more.
Your Tech Solution will never be for everyone. These 5 Sales techniques show the importance of qualifying potential customers. Talk to prospects to figure out if you can offer them what they really need. There’s no one-size-fits-all when it comes to selling – especially in deep tech. The right sales method depends on who you’re talking to, what you’re selling, and where your buyer is in their journey.
For example, as mentioned, SPIN Selling works well when you need to help someone figure out their own problem. MEDDIC helps a lot with big, complex deals where you need to know who makes the decisions and what really matters to them.
The point is that these methods are tools you can use to have better conversations and move deals forward in a way that feels natural. You don’t need to master all of them at once. Try one, see what clicks, and build from there.
At the end of the day, sales isn’t just about closing. It’s about helping people find the right solution. If you do that well, you’re not just making a sale—you’re building a real relationship. And that’s what good sales looks like.
Want to learn more? Check out these resources:
- 12 Best Sales Methodologies & Customer-Centric Selling Systems
- The Secret to Apple’s Insanely Great Customer Service
- What is the BANT Method?
- Business Development Tips for Startups
- Inbound Marketing vs. Outbound Sales
Unsure which Sales Technique is right for you? Let’s talk !
Frequently Asked Questions on Sales Techniques
MEDDIC and the Sandler Selling System are ideal. MEDDIC structures complex sales by clarifying budget, authority, and urgency early. Sandler builds trust and ensures a genuine fit before presenting your solution.
Match the method to sales stage, deal size, and buyer awareness: BANT for quick qualification, SPIN Selling when prospects aren’t aware of their problem, and Solution Selling for tailored solutions. Test, measure, and scale what works.
Yes, many teams blend methods, e.g., SPIN Selling to uncover pain points, then BANT to confirm budget and authority, building a customized sales playbook for different buyer types, persona and target markets.
