Most of us know who Neil Rackham is - the author of SPIN SELLING book...
He is often called as 'Professor of Professional Selling'...
I spent a lot of time last week reading how extensively he researched on successful selling behaviour for 12 years and came out with the concept of SPIN....
( Apparently, the SPIN concept was developed in the 1970s-80s, and he checked selling behaviour in 20 leading sales organizations, in 23 countries, involving analysis of data from 35,000 sales calls. )
I think the SPIN model is fine example of selling process in creation selling....BUT not in Consultative Selling...
SPIN model is in simple terms:
S - Situation. P - Problem. I - Implication. N - Need .
Let me elucidate what he probably meant by that :
Discuss the situation with the prospect.
Next identify the problem that exist or could arise.
Understand the implication of the problem for the prospect's business or Interest.
Then do the needful to meet prospect's requirement.
BUT i am sorry, i think selling is something more than that ( atleast i believe so )
I believe - the Sales Process begins with catching the prospect's interest or attention.
So I ask all those who follow Mr.Rackham's theory, what are you doing there to get your prospect's Interest?
What are you doing to grab people when you make a phone call, leave a voicemail, or send an email to a new prospect?
Are you sounding the same as everybody else in your market, saying things like we are the best training company in the UK...We have wealth of experince and expertise to meet your demands.
Well so are all your competitors.
Most people say the same things when they prospect.
Very few people use their creative brain enough to come up with something special and extra ordinary or something very very ordinary yet so different as a way to get people's attention.
MY POINT IS --- Standout as Special One and be different with your prospecting.
Get their interest / attention and begin to sell.
First try to capture the imagination of your client and then follow SPIN model...
Lets SPIN it properly...
SID...
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