Originators of world renowned SPIN® Selling methodology, we're behavioural experts with the ability and scope to improve the sales and negotiation performance of businesses around the world, through our international training courses. For 40 years we've been helping businesses across the world transform their business performance; delivering long-term, tangible results through our behavioural change methodologies. We deliver training across 6 continents and in 35 languages to help our clients bring a consistent, international approach to their sales and negotiations.
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Neil, I just read Spin Selling last week, and I am beyond excited! I have been in sales for 6 years now and insurance sales for the past 4 years. Thank you for sharing what you discovered about large-scale sales. I look forward to implicating these new methods. In particular, how to dig deeper.
You a wonderful sales philosopher/scientist... however, what about "land and expand". A higher volume of lower value sales gives you a larger customer base to then up sell into.
Thank you! As a new sales person, these simple illustrations are incredibly useful and I'm beginning to see my interactions with customers as various points in this cycle. Hoping to be a World Class seller so thanks for the tips!
I can't thank enough to hutwait team and Neil rackham for a such basic learning skill who really want to start selling and to master it. It is incredibly written books that I have ever read . Thank you ,thank you very much🙏🙏🙏🙏
The SPIN model should be taught in k-12 English Classes. Too many people are the smartest in the room, yet they couldn't sell you a dollar for a penny even with a gun to their heads. Without research-backed communication models, kids are set up to fail in a world where they can't effectively distribute their ideas whether they have accreditation or not. Not to mention the lack of self awareness that comes when your communication sucks. This should be taught alongside the Maslow Hierarchy of Needs.
I think what Neil Rackham is trying to tell here is that the Problem questions from the past should be developed into elements of the modern Challenger Sale methodology which is widely read today in a lot of sales organizations. The Challenger Sale is difficult to implement but it seems to work well in the framework of modifying Problem questions in SPIN. I think I will write a blog post about this on my sales-related blog: www.lostbookofsales.com/ Thank you Neil!
Last week I read "Challenger Sale" finally. Now I know how to name what I have been doing for the last ten years! The essense is YOU have to know what are the typical problems of given type of Customers. Make your hypothesis, screen the Customer and tell him: "I see a dark spot in your lung. Stop smoking immediately Mr. Smith. Don't argue, I'm a doctor here!" Drawback? A lot of works for you every day. You have to know the business of the Customer better than he himself. So learn, learn, learn!
@@KomissaroffPaul Thank you for a good comment. I have to say that I also tried this a lot, but to do this right (challenger sale), it is really tough. I think SPIN is closer to our real psychology. After a permission is granted by the customer to be a doctor for them, our psychology is that the customer wants to be listened to and be understood while consulting him etc. With challenger sale by itself you risk to piss people off if you do it directly from the very first stage onwards. I think you first need to nonetheless gain some critical mass and understanding, perhaps via multiple meetings or ”calls” with a customer and only then you can truly execute a challenger sale presentation. Or as mentioned here, you can cut time by probing with well educated ”challenger” questions at the problem stage in SPIN. However, it is still a thin line to walk and depends on a case at hand. If you can, read Neil Rackham’s Major Account Sales Strategy, this is I think Neil’s best work right after SPIN selling itself. It will very much open your eyes to how this works in large sales. Neil gives you an entire toolset, while I think challenger sale is one tool or a mental model within the toolset. Additionally, it’s a dangerously difficult and nuanced tool to use. However, if you can execute it properly, Challenger Sale is also of course amazing =)
I competed against IBM for many years and agree they sold safety. When I heard "no one gets sacked for buying IBM' my response was "no one ever got promoted either". I eventually focused on businesses managed by executives in their 30's and 40's - individuals that didn't see themselves towards the end of their careers... people who were looking to move on to more prestigious roles. Or to put it another way, were ambitious, keen to prove their value and not just survive.
Hmmm future problems. Sounds like getting someone to buy something off you by scaring the living bejasus out of them over the consequences of not buying it
Everything revolves around the buyer, making their own story, to justify their purchase. In this case, he makes a valid loop, for the buyer to grab onto, to justify the purchase.
SPIN selling Book By Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is an essential read for anyone involved in selling or managing a sales force SPIN selling Book By Neil Rackham (PDF-Summary-Review-Online Reading-Download): www.toevolution.com/file/view/602694/spin-selling-book-by-neil-rackham-pdf-summary-review-online-reading-download
I guess im asking the wrong place but does anybody know of a trick to get back into an Instagram account? I was dumb forgot the password. I love any tricks you can give me!
Thank you for the feedback, we're glad you found the video insightful. We've just published another short video from Neil that you might find useful. www.huthwaiteinternational.com/horizons/how-can-salespeople-use-spin-selling-questions
