SPIN Selling
Brief: SPIN is an acronym that stands for Situation, Problem, Implication, Need Payoff. In Neil Rackam’s book Spin Selling he explains how to use questions in each category to make more sales. If you’re in sales, take the time to read the full book!
Nash’s Tips
When I worked full time in sales, reading this book and working with a sales coach made a HUGE difference. Here are my top sales tips in general as well as for using the SPIN methodology as effectively as possible.
- Listen – Stop talking about your product or service and start listening to their problems
- Ask Questions – The only way to move the conversation in a favourable direction is by asking strategic questions aimed to give you intel so that you can ask more questions
- Don’t waste time – come to your meeting prepared and knowing as much as possible so that you don’t have to waste time asking questions you should already know the answers to
SPIN Selling
Here is a summary of each step of spin selling by Profitworks.ca:
My suggestion is to buy the entire book – this one is worth reading in full! You can buy the book online here.
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