Consultative Approach
SPIN Selling promotes a consultative approach rather than a pushy sales tactic. Salespeople act as problem solvers or advisors, guiding prospects through a thought process that helps them see the value of the solution without aggressive selling.
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SPIN Selling is a sales methodology developed by Neil Rackham based on extensive research. The SPIN acronym stands for four types of questions used during the sales process: Situation, Problem, Implication, and Need-Payoff. Here are five key takeaways:
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The Pragmatist:
When you see a friend in distress or sadness, this is the type of person to approach the situation with a pragmatic view, and try to solve what they think is causing the problem.
They may view it as an equation, or an inequality to be balanced, and this can be really valuable in certain cas...
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