Consultative Approach
SPIN Selling promotes a consultative approach rather than a pushy sales tactic. Salespeople act as problem solvers or advisors, guiding prospects through a thought process that helps them see the value of the solution without aggressive selling.
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SPIN Selling is a sales methodology developed by Neil Rackham based on extensive research. The SPIN acronym stands for four types of questions used during the sales process: Situation, Problem, Implication, and Need-Payoff. Here are five key takeaways:
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