The SPIN sales technique makes it easier for sales reps to close deals. It identifies the core stages of questioning that a salesperson must go through to convert a prospect. Neil Rackham introduced the sales training methodology in his 1988 book titledSPIN Selling. Based on data collected from ...
没错,这真的很有用!使用SPIN销售技巧,让自己的销售过程变得更高效。参考资料1.NeilRackham(1988).SPINSelling.McGrawHill2.HuthwaiteInternational(2018).SPIN–nowinits30thyear3.MirandaLee(2004).SPINSelling:AHistoricalPerspective.JournalofPersonalSelling&SalesManagement...
Learn how to use SPIN Selling methodologies in your business. Find insights, tips, and examples for driving sales with this strategy.
Let’s say, for example, you are selling a product management tool. The primary benefits are increased communication and efficiency—it keeps things organized, saving teams time as they work to develop a product. Your problem questions, in this case, would center around such benefits without add...
Although this technique has been around for a while, it’s still a super powerful sales methodology that sales teams see continuous success with in the selling process. We’ll leave you with some final points: SPIN = Situation, Problem, Implication, Need-Payoff ...
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SPIN SellingSPIN Selling Spin stands for four types of questions: Situation, Problem, Implication, and Need-payoff. These questions come into play during the lengthy "investigation" phase of any sales meeting. When you SPIN® sell, you still follow the basics of a regular meeting, ie, after...
to emulate hair, funded with their own $10,000 investment. With Anton selling the item on the street and to specialty retailers, the operation quickly expanded to a small facility in downtown Toronto. This initial success served as the springboard for Spin Master's entry into the toy ...
SPIN Selling
A spinoff could also occur if the division is not as profitable as the parent company. By creating a separate company, it removes the distraction of the struggling division. Also, a spinout could allow the management to sell off assets or look for a merger or buyout of the new company....