Neil Rackham's SPIN Model - Just Not Good Enough !!!

Hello Everyone,

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...

LIKE FOR LIKE SALES GROWTH IS VERY SLOW ( TARGETS NOT BEING REACHED )

Hello Guys,

Wondering where the hell i had been from the last few days..... 'NO'... its ok then...

Anyway, i hope you all enjoying great summer...

Well, the global economic outlook continues to look pretty gloomy and like for like growth has certainly slowed...

It is like big chaos these days....

" " " People losing out their jobs " " "

" " " Customers not willing to spend " " "

" " " Sales people finding tough to close " " "

" " " Marketing people finding tough to get good clients " " "

There is so much of frustration cos of this chaotic stress...

As per ' The Guardian ' : In UK alone 70% of businesses are not meeting like for like sales targets - thanks to credit crunch and recession.

Now, Where do we SALESPEOPLE stand....

At the firing line of SALES Managers or the behest sympathy of Cutomers...

Unfortunately at the both ends,,,....if we dont meet the numbers.

Sales Managers / Employers generally set the target based on last year's performance and growth, which is quite fair but not realistic in the given financial difficulties and economic downturn...

Customers on the other hand wants to exercise incredible caution before they spend a penny...

Amidst this extremely difficult scenario, My suggestion to all those worried sales people is to focus on basic sales etiquittes and apply more effort on passion and commitment to yield happy results...

Follow the age old basic yet so effective SALES CYCLE PROCESS..

1. Preparation/planning/research/approach.

2. Introduction/opening/approach/establish initial credibility.

3. Questioning/identify needs/ask how and what, etc/establish rapport and trust.

4. Presentation/explanation/demonstration.

5. Overcoming objections/negotiating/fine-tuning.

6. Close/closing/agreement/commitment/confirmation.

7. Follow-up/after-sales/fulfil/deliver/admin. ( THIS IS DAMN IMPORTANT )

Lets get some result guys.....

Cheers !!!!

SID...

Sales and Marketing.....A basic difference.

Hello Guys,

I am back.....

From now on you will be able to see my posts once or twice a week....

Okay, my very own take on Sales and Marketing taken from 'SID-DISM'... (as my colleagues says.)

In my perception SALES is easy to explain and preach but its not that easy to practise.

SALES is about natural ability first and skills second.

Good Sales People are good because people trust and respect them, rather than the skills they possess.

Sales is different to Marketing.

Marketing relies more on planning, organisational and communications skills and SALES relies on Marketing skills too, but more so on qualities such as persistence, assertiveness, courage, commitment, sincerity, passion, confidence, positivity, wisdom, determination, compassion, sensitivity, and a degree of personal charisma. (omg they were too many to write).....

The truth is, in order to ensure that - company rises well and grows well in the market, it is very imperative that Sales and Marketing should co-ordinate with each other as any lethargy or mess-up with marketing directly affects sales....

Cheers !!!!

SID..