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Chapter Overview
Chapter 1: AudiobookHub Recommendation
Chapter 2: A winning sales pitch unfolds in four stages. Prepare smart questions and secure essential answers you need.
Chapter 3: Closing effectively can help sometimes, but it isn’t the foundation of a truly successful overall sales strategy.
Chapter 4: A potential client might not know precisely what they need. It’s your job to help them really discover it.
Chapter 5: The SPIN method maps four critical sales areas: situation, problem, implication, and need-payoff.
Chapter 6: Your opening shouldn’t be overly chatty nor excessively formal or robotic. Weigh the tone and setting.
Chapter 7: Features are merely facts. Benefits are the parts of your offer that truly improve your client’s life.
Chapter 8: Don’t give your client the opportunity to toss objections your way. Head them off from the very start!
Chapter 9: Integrating SPIN into your personal sales strategy doesn’t happen overnight. Practice makes perfect!
Description
SPIN Selling (1988) distills the author’s 12 years of research and 35,000 sales calls into a coherent and applicable sales strategy that is guaranteed to bring success to any diligent salesperson. You’ll learn why traditional sales methods are limited while exploring the benefits of the SPIN strategy when approaching small and large sales opportunities.
Who Should Listen
- Salespeople
- Sales managers and executives
- Decision makers who deal with salespeople on a daily basis