Sales methodologies | KomboAI Help Center

🎯 Deep Dive: Sales Methodologies

Every sales conversation follows a structure — but great salespeople know when to adapt it.
KomboAI empowers you to do exactly that by integrating the world’s leading sales qualification frameworks directly into your workflow, offering real-time guidance and dynamic question prompts during call preparation.

Whether you follow BANT, SPICED, MEDDIC, N.E.A.T., AIDA, or Sandler, KomboAI automatically tailors your questions to the context, product, and personality of your prospect — helping you stay in control while staying natural.

🔹 Step 1: Choose the Right Framework

In the Prepare Call panel, under the Pitch section, you can select your preferred methodology from the dropdown menu.

Available frameworks include:

BANT (Budget, Authority, Need, Timing)
SPICED (Situation, Pain, Impact, Critical Event, Decision)
SPIN Selling (Situation, Problem, Implication, Need–Payoff)
MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)
N.E.A.T. Selling™ (Need, Economic Impact, Access to Authority, Timeline)
AIDA (Attention, Interest, Desire, Action)
The Sandler System (Pain, Budget, Decision, Fulfillment, Post-Sell)

Each framework activates a unique question set automatically — no need to memorize what to ask next.

🔹 Step 2: Real-Time Adaptation to Prospect Context

KomboAI doesn’t just apply a fixed script — it adapts each methodology dynamically based on:

The prospect’s personality type (from MBTI–DISC mapping)
Their role and seniority
The industry and company profile

💡 Example:
A “Compliant – Blue” personality (analytical, ISTP) under the BANT method will see questions that emphasize precision and logic:

“What measurable ROI are you expecting from this investment?”

While an “Influential – Yellow” personality (ENFP) might see a more conversational variation:

“How would this solution help your team achieve their vision faster?”

This ensures every sales interaction feels authentic — structured, yet human.

🔹 Step 3: Example — BANT Framework in Action

The BANT model remains one of the most used sales qualification systems.
KomboAI enhances it with automated, context-aware prompts across four dimensions:

Element	Purpose	Example KomboAI Questions
B – Budget	Determine financial capacity and priority	“What is your current budget for integrating new technologies?”
A – Authority	Identify the decision-maker and influencers	“Who is the primary decision-maker for technology investments at your company?”
N – Need	Understand pain points and challenges	“What specific issues are you facing with your existing tools?”
T – Timing	Define urgency and implementation schedule	“How soon are you looking to deploy a new solution?”

✅ KomboAI Advantage: You can toggle specific questions, adapt the tone, or auto-personalize phrasing for the prospect’s behavioral type.

🔹 Step 4: Overview of Supported Methodologies

🧭 SPICED (Winning by Design)

Focuses on understanding business impact and urgency.

Element	Description	Example
S – Situation	Current setup	“How is your process currently structured?”
P – Pain	Key problem	“What’s not working as expected?”
I – Impact	Business consequence	“How does this issue affect your KPIs?”
C – Critical Event	Urgent trigger	“Is there a key deadline or project driving this?”
ED – Decision	Process and criteria	“How will the final decision be made?”

Use SPICED for consultative selling or complex B2B deals.

💡 SPIN Selling (Neil Rackham)

Ideal for uncovering emotional and logical motivators.

Element	Purpose	Example
Situation	Understand context	“What tools do you currently use for this process?”
Problem	Identify gaps	“What challenges are you encountering?”
Implication	Explore impact	“How is this issue affecting performance or cost?”
Need–Payoff	Link solution to value	“If you solved this, how would it benefit your team?”

KomboAI tailors SPIN questions to the prospect’s DISC color — using emotional or logical framing accordingly.

📊 MEDDIC

Best for enterprise deals where qualification depth is critical.

Step	Description	Example
Metrics	Quantify value	“What KPIs will define success?”
Economic Buyer	Identify financial authority	“Who signs off on budget approval?”
Decision Criteria	Define selection parameters	“What factors matter most in choosing a vendor?”
Decision Process	Understand buying stages	“How does your team evaluate solutions?”
Identify Pain	Map core challenges	“What’s preventing your team from hitting targets?”
Champion	Build internal advocacy	“Who internally supports this initiative?”

KomboAI simplifies MEDDIC for faster, guided discovery without losing its rigor.

💬 N.E.A.T. Selling™

A modern framework emphasizing business outcomes and timing.

Step	Description	Example
N – Need	Uncover the real business pain	“What challenges do you want to solve?”
E – Economic Impact	Link value to measurable gain	“How would solving this affect revenue or efficiency?”
A – Access to Authority	Secure executive alignment	“Who else should we involve in this discussion?”
T – Timeline	Understand urgency	“When are you aiming to implement a new solution?”

Perfect for fast-moving B2B SaaS deals.

🚀 AIDA

A timeless model for persuasive messaging and outreach.

Step	Goal	Example
Attention	Capture interest	“I noticed your team recently launched a new product line — impressive work!”
Interest	Create curiosity	“How are you managing user growth with your current tools?”
Desire	Build need	“We’ve helped similar teams automate 40% of manual reporting.”
Action	Prompt next step	“Would you be open to a 10-minute call next week?”

AIDA is ideal for cold outreach and top-of-funnel communication.

🤝 The Sandler System

A relationship-first methodology that focuses on trust and equal footing.

Step	Description	Example
Pain	Identify key frustrations	“What challenges are you facing day-to-day?”
Budget	Confirm investment reality	“How much have you allocated for this project?”
Decision	Define the buying process	“Who will be part of the decision team?”
Fulfillment	Present solution fit	“Here’s how we align with your needs.”
Post-Sell	Reinforce long-term success	“How do you plan to measure value after implementation?”

Sandler fits trust-driven selling and long-cycle B2B relationships.

🔹 Step 5: Adaptive Intelligence in KomboAI

KomboAI doesn’t just display frameworks — it guides you dynamically through the conversation.

For every chosen methodology:

Questions are auto-ranked by relevance based on your CRM and prospect data.
The tone adapts to MBTI–DISC personality traits.
You can switch frameworks mid-call without losing context — KomboAI reorganizes the flow in real time.

💡 Example:
If a deal becomes more technical mid-conversation, switching from SPICED → MEDDIC instantly changes your prompts to focus on metrics and buying process.

🎯 Key Takeaways

✅ KomboAI integrates seven leading sales methodologies, ready to use in one click.
✅ Each framework is contextualized by prospect data and personality insights.
✅ Dynamic switching allows instant adaptation mid-call.
✅ AI-driven question phrasing keeps every conversation relevant, human, and strategic.

🧭 Example in Action

When preparing a call with Maurien Mariani (ISTP, Compliant–Blue) using BANT, KomboAI suggests:

“What metrics do you use to measure success for new tools?”
“Who else is involved in the approval process for integrations?”
“When are you planning your next round of updates?”

All phrased in technical, precise language suited to an analytical profile — showing how KomboAI merges sales science + behavioral intelligence in real time.