Business to Business Sales

by melissa
(conyers , ga.)

Closing a sale better is what I would like more information about. Can you send me information on closing a sale.

Answer
Hi Melissa,

I am constantly surprised by how many people still think closing is THE answer.

Unless you are selling really small items and only get one chance at making a sale closing is rarely the panacea for your problems.

If you are selling a product or service of some size or complexity you will require multiple visits to complete the deal. So, it's more about building relationships (which is rapport) and organizing Advances in the sale as discussed in SPIN Selling.

I write this often.
Have a mindset to help your prospects.
Find out what they want and their criteria for knowing when they have it.
Build value around those criteria, by asking questions to help them uncover it.
Speak in the prospect's language.

And all you'll have to do is ask for the order.

Hope this helps, Greg

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Apr 26, 2010
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starstarstarstarstar 		HURRY AND LEARN THE SPIN SYSTEM
by: JOSE BORDOY

WHAT WOULD YOU THINK OF A SALES SYSTEM THAT MAKES YOUR PROSPECT LITERALLY BEG FOR YOUR PRODUCT?

WELL, SOME YEARS AGO I FOUND THAT SUCH A THING EXISTS AND IT IS CALLED SPIN SELLING.

I AM SURE THAT ANY EFFORT YOU MAKE TO LEARN IT WILL BE WORTH AND FULLY REWARDED.

THE SPIN SYSTEM LETS YOU LEARN ABOUT YOUR PROSPECTS DESIRES, NEEDS, FEARS, WORRIES AND POSITION ALMOST EFFORTLESSLY, WHICH PUTS YOU IN A POSITON IN WHICH YOUR PRODUCT BECOMES THE PERFECT SOLUTION, SO IT NEEDS NOT TO BE SOLD.

YOUR PRODUCT WILL BE BOUGHT INSTEAD.

WISH YOU THE BEST.

Answer
Thanks Jose,

I like the SPIN Model, makes a lot of sense.

I do not believe it's the "bee all and end all" though.

The models inventors themselves say it's only for big ticket sales.

Also, the whole model focuses on the problem and building the value of your solution and the magnitude of the problem. The one vital element missing is the person you are talking to.

Good sales people learn how to communicate in different ways to different people. The SPIN research did not pick this up. The researchers were focusing on how many questions were asked and what type of questions they were. But did they attend to the language of the sales person ? Did they evaluate how the sales person responded to the prospect ? And how that changed from prospect to prospect ?

Use SPIN by all means just realize there are other aspects that add to the success of the model. Aspects that you could well be using yourself without even knowing that you are using them.

All the best, Greg

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