A Quick, Complete Guide to SPIN Selling (+ How To Do It Right Now).pdf - PRODUCT SOLUTIONS PRICING RESOURCES SIGN IN CONTACT SALES START FREE TRIAL

A Quick, Complete Guide to SPIN Selling (+ How To Do It Right Now).pdf

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SALES SPIN Selling: What It Is And How to Take Action Right Now by Melissa Williams | April 18, 2017 ● 59,848 reads PRODUCT SOLUTIONS PRICING RESOURCES SIGN IN CONTACT SALES START FREE TRIAL
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SPIN Selling teaches us the same lesson as a GPS: the best way to get where you want to go is to ask. Instead of figuring out how to get there, you scrap the printed maps, guesstimates, and wrong turns. And you just ask for help. This simple action makes your path completely clear. In this case, the path is turning a prospect into a customer and crushing your quota. Hit your quota faster with these easy tools that live in your inbox.
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What is SPIN Selling? SPIN Selling is a book that was first published in 1988 by Neil Rackham. It’s all about asking questions. And it’s very tactical. It teaches you how to lead conversations with customers. You transition through four different types of questions: S ituation, P roblem, I mplication, N eed/Payoff. Rackham covers observations from 35,000 sales calls over 12 years. And his work continues to be one of the best sales books out there today. In fact, a recent analysis of seven times more calls with advanced AI technology tells us the same thing: Conversations in which sellers mostly listen and buyers talk lead to the highest close-win rate. It’s the heart of consultative selling. And sounds like common sense, right? But practicing it is uncommon. Why?
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Because we defer to what we’re familiar with. Sellers know the ins and outs of their product or service and how it benefits customers, so they dive right in. And time is precious. Buyers are busy managing tools and services and spending too much time on that issue you plan to solve. And you have other calls and meetings back-to-back. So you cut to the chase. Because the fastest way from A (your conversation) to B (booking the deal) is to jump right into the solution. Except it’s not. You need a 360° view of where they are. Otherwise, you won’t understand their pains versus your average customer’s or their immediacy. It’s worth putting in the time now to listen so you can better allocate both of your time going forward. Sometimes SPIN means finding out they aren’t qualified. Or that they went through this buying process a year ago but broke their contract with a competitor. Every time, using SPIN Selling properly means whittling your pitch to exactly what they need. Try this Google Docs template for your calls to ask & log exactly what you need.
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End goal: prospect goes But before we get there, there are some important ground rules. 1. SPIN Selling is a blueprint, not a bible.
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2. One size does not fit all. The time you spend on each letter of S-P-I-N (and whether you need to cover every area) depends on where your buyer is at. Listen to their words, tone, and schedule.
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