1988 was a memorable year for the world of sales...
Neil Rackham along with his research team at Huthwaite produced the now-massively popular book, SPIN Selling which revolutionized the way salespeople sold in general.
Before SPIN Selling, selling was ‘selling’. Sales reps mostly concentrated on probing, objection handling, and closing the deal.
SPIN Selling proved that these conventional sales tactics worked perfectly for small transactions but proved inefficient for large, complex ones.
The complex deals that involve an extended sales process which consists of multiple decision makers and post-sale support needed a completely different sales approach - SPIN Selling.
SPIN selling is more of a communication-focused sales methodology which trains the sales reps to ask the right questions which gets the prospect to acknowledge that your product/service is the solution that they need.
However, the turn of the millennium saw the rise in the significance of data and social media which changed the way SPIN Selling is being implemented in the modern day sales process.
And that is what we speak about in this post...how SPIN Selling can be effectively implemented in the modern day sales process.
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