SPIN Selling: Book of the Month

YOU CAN’T EVER STOP LEARNING HOW TO SELL
BOOK OF THE MONTH: Spin Selling by Neil Rackham

It would appear that pretty much everyone who’s trying to convince you of the importance of something these days has an acronym.  But SPIN  is one of the rare ones that really means something, and which defines a process that can make a significant positive difference in your business—particularly in these turbulent and troubled times when selling is both excruciatingly difficult and extraordinarily critical.
Spin Selling was first published twenty years ago, but it was so smart and innovative, and so far ahead of its times, that it remains fresh and valuable today.

SPIN stands for:
Situation
Problem
Implication
Need-payoff

SPIN is “a powerful probing (or investigating) strategy” designed for major sales, which argues that “questions persuade more powerfully than any other form of verbal behavior,” and that “success in the larger sale depends, more than anything else, on how the investigating stage is handled.”

So remember to keep asking your potential customers and your current clients questions, and always remember that if you want to beat the competition, you’ve got to keep learning, and use what you learn to keep innovating.

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