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SPIN Selling Tagged Articles
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Building Relationship Capital - Sustainable Sales Success
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| The most recent global recession has reminded businesses all over the world of some simple truths:
- Customers have more choice than ever.
- Customers will not continue to work with people they do not trust.
- Customers can not be easily won back when they are lost (if at all).
And yet, many sales organizations are still hiring people with the wrong skillset, and even worse, the wrong mindset!
So, what factors are the most important in winning and retaining new business in the 21st Century? |
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Sales vs. Marketing or Sales + Marketing
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| What is the right way to do business? |
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It’s Not All About Price
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| Are you or your sales staff encountering an excessive number of price objections? Need to learn how to overcome or eliminate pricing objections? Read on... |
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The Difference Between Provocative Selling and Baseline Selling
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| In the wake of a recent article by the authors of Provocative Selling in the Harvard Business Review an attendee challenged me to defend Baseline Selling. Since it was in the HBR, this attendee believed it had to be the better way to sell... |
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The Importance of Listening in Selling
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| The best salespeople were not necessarily the best talkers, they were the best listeners. |
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Putting A New Spin On Selling
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| Here's a new spin on selling. You can use this to increase your sales in a down economy. Four new pieces to the selling puzzle - check it out. |
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Other SPIN Selling Related Articles
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A culture of accountability is the key to business and organisational success
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| Nigel Griffiths gives a positive spin on accountability. |
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Up-Selling - Do you want Fries with that Burger?
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| Up-selling your services is a great way to increase business. This article explains the up-selling process. It compares up-selling with cross-selling and explains how and when to use both. |
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Putting A New Spin On Selling
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| Here's a new spin on selling. You can use this to increase your sales in a down economy. Four new pieces to the selling puzzle - check it out. |
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What is SPIN Selling?
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| SPIN Selling is a precisely defined sequence of four question types that enables the salesperson to move the conversation logically from exploring the clients' needs to offering solutions, to uncover Implied Needs and develop them into Explicit Needs that you, the salesperson, can resolve. |
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The Chameleon Approach to Sales Success
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| If you're having trouble getting your business off the ground, allow yourself to be as changeable as a chameleon, willing to try putting a new spin on what you have to offer. Here's how to pinpoint and capitalize on what your customers really want, adapting your approach accordingly.
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What’s Newsworthy in Your Business?
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| Learn how to spin up ideas to get free publicity in newspapers, magazines, trade journals, radio and television. |
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A SPIN HISTORY LESSON: KNIFERISMS, SPOONERISMS AND MADDENISMS
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| A brief history spin on spoonerisms, kniferisms, malapropisms and now maddenisms.
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11 Sales Lessons for Life
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| Does life teach us about selling or does selling teach us about life? No doubt, it works both ways. But the business of sales and those who find their careers in selling, are unique. Selling involves full engagement and the most successful salespeople agree that they never really leave it; that selling is in fact, a way of life. |
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10 Reasons Why Selling IS Better Than Sex
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| The world's oldest profession involves selling. One might even argue about which came first - the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is not better than sex. They believe it's the other way round. |
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Does Your Sales Team Use Needs-Based Selling Techiques?
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| One of the biggest breakthroughs in sales strategy was the evolution from the old feature-benefit sales approach to a "needs-based" selling model. Now, once again, it's time to move on. Needs-based selling is no longer effective. Your competition is probably selling the same way. Therefore, the prospect has trouble differentiating you from the competition, and will buy on price. With everyone selling to needs, you are back to fighting on price, trapped in long selling cycles, accepting "think-it-overs," and selling even a unique product and service like a commodity.
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