YourSalesSuccess e-Zine # 11 – SPIN Selling - a biweekly newsletter series on sales.
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People do not buy from salespeople because they understand their products but because they
felt the salesperson understood their problems !
SPIN Selling was the brainchild of Neil Rackham who
authored a book of the same name in 1988. The book
has sold over 150,000 copies and many Fortune 500
companies use the SPIN sales model.
The model came from the analysis of 35,000 sales calls.
Basically, Rackham and his colleagues found that
successful sales people asked more questions and that
certain types of questions were more likely to lead to a
SPIN Selling proposes there are four types of questions,
thus SPIN stands for :
Situation ( questions )
Problem ( questions )
Implication ( questions )
Need-payoff ( questions )
The first students trained in the "SPIN" model showed an
average of 17% improvement in sales results.
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My name is Greg Woodley. I have been a successful salesman for
23 years and would like to help other people achieve a successful
After retiring from full time work I decided to devote my
time to helping other sales people achieve their desires.
So, I have been studying coaching and training techniques to ensure
I can help you attain YourSalesSuccess.
If you want to discuss a coaching relationship please contact me via the
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