Summary of SPIN Selling
Short summary
You’ll learn
- Ways to make bigger sales
- How to close deals with confidence
- Why building bonds before selling is crucial
- The power of asking the right questions
Table of content
- Summary of SPIN Selling
- About the author
- What is SPIN Selling about?
- Who should read SPIN Selling
- Topics in SPIN Selling
Don’t begin your sale by bombarding a prospect with lots of questions; start by building a relationship
SPIN is an acronym for:
• Situation
• Problem
• Implication
• Need
The SPIN model was born out of research; Neil Rackham and his team at Huthwaite analyzed above 35,000 sales calls for 12 years. When this SPIN model was first discovered, the team was unsure whether it would help people sell more effectively. This is because their findings were not in line with most existing sales trainings. Also, the team wasn’t sure whether the methods would be easy to learn, so they did not publish their findings for seven years. Finally, they began to train many salespeople in the SPIN methods to find out how to make their theories practical. The aim was that people could become more effective in major sales. Neil Rackham and his team measured the productivity level of the first 1000 people they trained, comparing them with control groups from the same companies. The trained people made 17% more sales than the control groups.
Move beyond the rigid stereotype sales techniques by asking the right questions to serve your prospects better
Getting more information about the prospects will help you build more trust and value with them
Collect data and use this analyzed data to help your sales team stay ahead of the market
The SPIN model is beneficial, but there are also a few negatives to applying this model to your sales approach
The SPIN model stands true even in today’smarket, working hand in hand with the modern technologies designed for sale
The application of the SPIN model to your sales team will ensure it has a much higher success rate of closing deals
Conclusion
What is SPIN Selling about?
Who should read SPIN Selling
Topics in SPIN Selling
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