You know the saying “practice makes perfect?” Well after 12 years of research and 35,000 sales calls, there is no denying that Neil Rackham has perfect the ultimate sales technique. Selling seems simple, in theory, basically because in this increasingly competitive market and with consumers having access to information at the drop of a hat, adopting a sales methodology can be challenging. ‘Spin Selling’ by Neil Rackham is a method that helps you ask the right questions at the right time when it comes to selling.

Let’s start with the basics. What is SPIN selling?

• S: Situation – needs/wants/desires that stem from dissatisfaction
• P: Problem – providing a solution
• I: Implication – how it affects the customer in the long run
• N: Need (payoff) – how useful are improvements

The point is to instill a sense of value into the customer’s minds.

Benefits/Advantages:

• open communication/build trust
• know problems/needs/why people buy
• skill development: convince customers they need your product

Misconceptions/Disadvantages

• slow, requires research/time
• focus on improving existing product instead of new product
• “closing” is the primary goal

Did you know that 30% of the Top 100 biggest companies worldwide use the SPIN selling method?

How to use SPIN selling:

• Step 1: Warm up prospects
  • situation and thought provoking questions
• Step 2: Investigate your prospect’s problems
  • what is their problem? urgency? indirectly introduce your product as a solution
• Step 3: Seal the deal
  • If your product solves their problem, schedule a free demo/trial

Buy SPIN selling here. SPIN Selling by Neil Rackham