This work describes a new sales technique that has replaced the classic methods

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mb doc 3.4 mb Already downloaded 146,525 Who invented SPIN selling? The founder of the SPIN selling method is considered to be Neil Rackham, a corporate consultant, business trainer and researcher of management problems. In the 1970s, he created the Huthwaite research group, and this project was a resounding success. Rackham gained worldwide fame thanks to the book “SPIN Selling” published in 1988, which quickly gained the status of a bestseller.

Rackham showed that the standard listing of product advantages, workingnew zealand whatsapp phone number with objections and other techniques are not always effective, especially if an expensive product is offered. Instead, an original approach was proposed, when a manager from a salesperson turns into a personal consultant of the client, capable of understanding his true needs. Customer needs Source: shutterstock.com According to Neil Rackham, the core of SPIN selling is building trusting relationships, and to achieve better mutual understanding, you can't do without a chain of questions.


By asking them, the manager helps the client, but at the same time achieves his goal, selling the proposed product. According to Rackham, there are two types of sales: transactional and consultative. In transactional sales, an intermediary in the form of a manager is not needed. For example, this is how most electronic commercial transactions are carried out. In the consultative model, everything is determined by interpersonal communication, and the salesperson is able to influence the client's opinion. The SPIN technique is aimed at increasing the effectiveness of consultative sales. Read also! Effective Presentation: Preparation and Delivery How Situational Questions Work in SPIN Selling These introductory situational remarks are intended to establish contact and find common ground between the interests of the seller and the buyer. The further course of the conversation depends on the answers to such questions, so there is no single scenario for negotiations in SPIN sales.