Founder of Huthwaite, one of the largest sales training companies, Rackham invested a million dollars and a decade of work analyzing which sales methods work, which don't, and why.
The result is the method that gives his book its name, SPIN selling, which is the acronym for Situation, Problem, Implication, and Need.
Throughout the 256 pages of this book, the bulk sms vietnam author developed a method that has already been adopted by the best salespeople around the world.
And after reading our summary, you will too.
SPIN Selling
The SPIN Selling Method
Sales isn't about closing million-dollar deals. That part is very sexy, but actually selling is something else.
It's much more about routine and consistency. Picking up the phone and pushing the needle of results call after call.
That doesn't mean you have to follow outdated and ineffective methods:
Make a call related to a client's interests
Investigate their needs a little with open questions
Describe the benefits of the product
Handling potential objections
Bang! close the deal.
This approach is good for selling encyclopedias, but not much more. I like to imagine this type of sales like this:
"Do you like history? The Larousse encyclopedia is for you!
...Oh, you can't read?
Don't worry, all the volumes I'm going to send you right now are full of photos."
Joking aside, this approach may work for selling low-value items, but if you want to improve your sales process or sell high-value items, you need a different approach.
What is the traditional sales approach?
Every sale goes through 4 stages : preliminary, research, demonstration and closing.
