Spin selling s ituation p roblem i inexperienced people generally dont ask enough problem questions o implication questions are more complex and sophisticated 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 . 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 the recommendations are authentic powerful and helpful this book is a must read for anyone in business. Problem implication need payoff simply put the spin technique is a sequence of questions not predefined questions to be quoted verbatim but types of questions to be asked in a particular order during a sales call a salesperson opens with situation questions progresses to problem questions and so on. The acronym spin represents the categories situation problem implication and need payoff when practicing spin selling reps ask questions that fall into these categories during the different stages of the sale situation questions help reps learn more about the prospects current state theyre asked during the opening stage of a sale
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