Picture this: you’re at dinner with a few other sales leaders, maybe even a couple of marketers or operations folks, and someone casually asks, “so, what methodology does your team use?”

You pause. You could say “a mix,” but they press: “Are you more Challenger or SPIN? Or something else?” If you’ve ever felt like you’re supposed to have a perfect answer to that, you’re not alone. Sales methodologies can feel like a buzzword parade. But they do serve a real purpose: giving structure to your sales process and helping your reps make better decisions. The key is understanding which methodology—or combination—fits your buyers, your product, and your team.

In this guide, we’ll walk through what a sales methodology is, break down the most common ones, and help you figure out which method might work best for your team.

What is a sales methodology?

A sales methodology is the framework your team uses to approach the sales process. It’s not just the steps in your sales pipeline; it’s the philosophy and strategy behind how your reps engage prospects, qualify leads, uncover needs, and close deals.
Think of your methodology as the playbook. It guides how your team handles discovery calls, proposals, objections, and everything in between.
A good methodology can help:

• Standardize your sales process
• Coach your reps more effectively
• Improve forecasting accuracy
• Close deals faster
• Some companies stick to one method; others blend several depending on the stage of the deal or the type of buyer. Now, let’s break down the most common sales methodologies.

Common sales methodologies

Each methodology takes a different approach to how sales should be done. Here’s a quick overview of the big players:

1. Consultative selling

Full guide: Consultative sales
This method is all about building trust and uncovering the deeper needs of the customer. Instead of pitching a product, you act like an advisor.
It’s a great fit for complex or high-ticket sales where the buyer may need education or strategic guidance.
Best for: Long sales cycles, relationship-based selling, B2B solutions.

2. BANT (Budget, Authority, Need, Timeline)

Full guide: What is BANT in sales?
BANT is a qualification framework that helps reps determine early on if a lead is worth pursuing.
The idea: you ask questions to uncover whether the buyer has budget, authority to make decisions, a real need, and a timeline to purchase.
Best for: Qualifying leads quickly, especially in high-volume inbound funnels.

3. MEDDIC (or MEDDICC)

Full guide: What is MEDDIC in sales?
MEDDIC is a more detailed qualification methodology, focused on enterprise deals. It digs into metrics, the economic buyer, decision criteria, and more.
It’s often used by larger sales teams selling to multiple stakeholders.
Best for: Enterprise sales, long deal cycles, complex buying committees.

4. Challenger sales

Full guide: Challenger sales process
This method flips the idea of “the customer is always right.”
Challenger reps teach something new, tailor the message, and take control of the sales conversation. It’s based on the idea that buyers want insight, not just information.
Best for: Competitive markets, sales where education and reframing are key.

5. Solution selling

Full guide: Solution selling process
Here, the focus is on how your product solves a specific pain point or business challenge. You’re not just listing features—you’re connecting the dots between need and solution.
Best for: Complex products, SaaS, and services.

6. GAP selling

GAP selling is similar to solution selling but zooms in on the gap between where the buyer is today and where they want to be.
It requires deep discovery work to uncover problems, root causes, and what’s at stake if nothing changes.
Best for: Consultative sellers who are great at uncovering pain and using it to build urgency.

7. SPIN selling (Situation, Problem, Implication, Need-payoff)

This classic method emphasizes asking the right questions.
Situation: What’s going on now?
Problem: What’s wrong with that picture?
Implication: Why does it matter?
Need-payoff: How could your solution help?
Best for: Reps who sell via conversation and need a structure for guiding the buyer.

8. Sandler selling system

Sandler flips the traditional sales model by putting reps and prospects on equal footing.
There’s a strong focus on qualifying and disqualifying quickly, digging into pain points, and making the buyer do more of the talking.
Best for: Teams that want a repeatable, psychology-driven approach to discovery and qualification.

9. SNAP selling (Simple, Invaluable, Aligned, Priority)

SNAP is designed for today’s busy buyers. It’s all about keeping things simple, delivering unique value, aligning with what matters to the customer, and becoming a top priority.
Best for: Fast-paced sales cycles, SaaS, and selling to overwhelmed decision-makers.

Comparing sales methodologies: pros, cons, and when to use each

How do I choose the best sales methodology for my team?

Choosing the right method depends on your:

• Sales cycle length: Longer cycles benefit from consultative or MEDDIC-style approaches. Shorter ones may call for SNAP or BANT.
  Deal complexity: If you’re selling enterprise software with eight stakeholders, you’ll need something more robust than BANT.
  Team experience: Some methods (like Challenger or GAP) require advanced selling skills. Others are easier to teach to new reps.
  Buyer preferences: Are your buyers analytical and structured? SPIN or Sandler may resonate. Do they want fresh ideas? Challenger could be a hit.

Pro tip: You don’t have to pick just one. Many teams combine elements—for example, using BANT to qualify leads and then applying a consultative or solution approach to close.

Wrapping it up

Sales methodologies aren’t about making your team sound smart—they’re about helping reps sell better.
The right method can:

• Streamline your process
  Increase rep confidence
  Align your team
  Improve your close rates
• As your company grows, your methodology may need to evolve. Keep listening to your team, tracking results, and staying flexible. Looking to put your sales methodology into action with clean, persuasive proposals? Check out how PandaDoc can help your reps move faster and close with confidence by requesting a free demo today.