salescoaching
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SPIN Selling By Neil Rackham, Huthwaite, Inc. McGraw-Hill © 1988, 197 pages.
This book is a classic sales book and I have provided my own summary below.
Below are the key points from this book:
“There’s no doubt about it, questions persuade more powerfully than any other form of verbal behavior. And this is not just in selling.”
(I would agree that powerful questions are key, but note that “persuasion” in the traditional sense is out-dated when it comes to selling effectively. Persuasion can put the prospect on the defensive and can make the sales person uncomfortable as well. Learn more about my Sales Coaching Programs)
The SPIN Sales Stages
Preliminaries: These are the way you introduce yourself and how you begin the conversation.
Example: “Hi John, nice to meet you. Thank you for your time today. I am here to understand more about your business, goals and challenges. To do this, I am going to ask you various questions today, sound good?”
Investigating: Uncovering needs and getting a better understanding of your prospects.
Read the rest of the article here: http://www.coachwithjeremy.com/blog/book-summaries/spin-selling
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