Longer Sales Cycles Benefit from SPIN
SPIN Selling is particularly effective for complex, high-value sales where relationship-building is crucial. It is most effective in B2B scenarios or industries with longer sales cycles, as it prioritizes understanding the prospect’s business challenges deeply before offering a solution.
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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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