summary ofSPIN SellingBook by Neil Rackham

first KEY POINT

Don’t begin your sale by bombarding a prospect with lots of questions; start by building a relationship

There are many sales methodologies and techniques in the world today that can be overwhelming for sales managers. This is because they might be confused about which one to choose from. SPIN selling is about building a close relationship with prospects to know their needs and then offer your product as the solution.SPIN is an acronym for:
• Situation
• Problem
• Implication
• NeedThe SPIN model was born out of research; Neil Rackham and his team at Huthwaite analyzed above 35,000 sales calls for 12 years. When this SPIN model was first discovered, the team was unsure whether it would help people sell more effectively. This is because their findings were not in line with most existing sales trainings. Also, the team wasn’t sure whether the methods would be easy to learn, so they did not publish their findings for seven years. Finally, they began to train many salespeople in the SPIN methods to find out how to make their theories practical. The aim was that people could become more effective in major sales. Neil Rackham and his team measured the productivity level of the first 1000 people they trained, comparing them with control groups from the same companies. The trained people made 17% more sales than the control groups.

In this summary, you will explore larger sales and the skills you need to succeed. You will also be enlightened on the advantages and disadvantages of the SPIN model so you can know if it’s the right choice for you.