Whether you like it or not all business involves sales in some capacity written in 1988 rackham describes his findings from observing 35000 sales calls over a period of 12 years he outlines the sales format that most often led to long term success situation problem implication need payoff. Try the spin sequence instead ask a problem question probe into the consequences with implication questions then ask the buyer to recognize the value of a solution with a need payoff question modern day spin selling spin selling was published more than 30 years ago. Salespeople got the best results from asking these questions in order though its possible to jump around depending on the prospect the spin in spin selling is an acronym of the 4 types of sales questions situation problem implication and need payoff to ask for the best results heres how to handle each one situation questions. Types of questions implication questions take a customer problem and explore its effects helping the customer understand a problems seriousness o need payoff questions they get the customer to tell you the benefits that your solution could offer need payoff questions have a very strong correlation to sales success the spin model . Unquestionably the best documented account of sales success ever collected and the result of the huthwaite corporations massive 12 year 1 million dollar research into effective sales performance this groundbreaking resource details the revolutionary spin situation problem implication need payoff strategy
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