Summary of Neil Rackham's SPIN Selling

Everest Media

Description

Please note: This is a companion version & not the original book.
Sample Book Insights:
#1 When I presented the findings of my research to the V. P. of Sales, he was quick to point out that good questions are equally as important in sales as good closes. He explained that he had always stressed to new salespeople the importance of asking open-ended questions.
#2 My colleagues and I had collected more compelling evidence against the traditional sales training methods. We had studied 35,000 sales transactions, and we’d found that the techniques used by the company’s top salespeople, who were making high-value sales, no longer relied on such techniques as objection handling and closing.
#3 We could also convince Huthwaite that the companies he listed were teaching the traditional models of probing with open and closed questions, overcoming objections, and closing. We helped several companies replace their traditional sales training with new and more powerful training.
#4 The traditional theories of selling suggest that the best way to sell is to find ways to relate to the buyer’s personal interests and make initial benefit statements. However, our research shows that these methods are ineffective in larger sales.

Sujets

• Real estate

Informations

• Publié par: Everest Media LLC
• Date de parution: 09 mars 2022
• Nombre de lectures: 0
• EAN13: 9781669351948
• Langue: English
• Poids de l'ouvrage: 1 Mo

Extrait

Insights on Neil Rackham's SPIN Selling
Contents Insights from Chapter 1 Insights from Chapter 2 Insights from Chapter 3 Insights from Chapter 4 Insights from Chapter 5 Insights from Chapter 6 Insights from Chapter 7 Insights from Chapter 8
Insights from Chapter 1

#1

When I presented the findings of my research to the V. P. of Sales, he was quick to point out that good questions are equally as important in sales as good closes. He explained that he had always stressed to new salespeople the importance of asking open-ended questions.

#2

My colleagues and I had collected more compelling evidence against the traditional sales training methods. We had studied 35,000 sales transactions, and we’d found that the techniques used by the company’s top salespeople, who were making high-value sales, no longer relied on such techniques as objection handling and closing.

#3

We could also convince Huthwaite that the companies he listed were teaching the traditional models of probing with open and closed questions, overcoming objections, and closing. We helped several companies replace their traditional sales training with new and more powerful training.

#4

The traditional theories of selling suggest that the best way to sell is to find ways to relate to the buyer’s personal interests and make initial benefit statements. However, our research shows that these methods are ineffective in larger sales.

#5

The traditional selling models, methods, and techniques that work best in small sales don't work as well in complex high-value sales. What works best in small sales may not be what works best in large sales.

#6

The main purpose of our research has been to replace traditional sales models with ones specifically designed for the high-level business interactions that major sales demand.

#7

A multi-call sale has a completely different psychology from a single-call sale. In a single-call sale, the buying decision is made immediately, but in a multi-call sale, the most important discussions and deliberations take place when the seller isn’t present.

#8

The one-call sale is when you can sell by pushing your product, overcoming any objections, and closing hard for the business. In a multi-call sale, this style is usually dangerously unsuccessful. It is acceptable to be pushy if you can take the order there and then, but once you and your customer part ways without an order, your pushiness will reduce your chance of final success.

#9

The need to sell value increases as the sale gets bigger. The building of perceived value is the single most important selling skill in larger sales.

#10

The length of a relationship affects customer-decision psychology. When a large sale is ongoing, it influences decisions because the seller and buyer will meet after the sale to discuss the experience and how to improve it next time.

#11

The larger the sale, the more the customer considers the salesperson as a factor in the decision. As the sale grows larger, the customer begins to view the salesperson as a significant factor.

#12

When making a big decision, customers are more cautious. They are more likely to take risks, as they are more public and a bad decision is much more visible.

#13

The four stages of a sales call are: preliminaries, investigating, demonstrating capability, and closing.

#14

The four stages of a sales call are: preliminaries, investigating, demonstrating capability, and obtaining commitment.

#15

The four call stages are: obtaining commitment, qualifying, building interest, and making a sale. In small sales, the people who are good at obtaining commitment are very successful. In major sales, however, it’s a different story.

#16

The Investigating stage of the call is the most important. It is when you ask questions and find out information that will help you sell more effectively. You must ask questions in order to investigate.

#17

There are two types of questions: open and closed.