SPIN Selling No Good for ME

by Mick
(Australia)

I couldn't get into SPIN Selling at all.
I sell in the retail industry and how am I supposed to do background work on my prospects before they come into the shop ?
I don't have time to delve too much into Implications, people don't stay that long.
Sorry, SPIN should stay on the cricket pitch or the tennis court and stay out of sales



Answer
Hi Mick,
from my understanding SPIN Selling was devised for big ticket type sales, normally business to business.

The idea is that buyers and senior people in companies are under time pressure and feel you are wasting their time if you are in front of them information gathering.

This would apply less to a retail buyer.

I would think you have to get pretty quickly into what are they after and why. Leading into finding their DBM (= Dominant Buying Motive)and focusing your questions on that.

And in doing this make sure you gain some sales rapport


Hope this helps, Greg