|
What is SPIN Selling British research psychologist Neal Rackham, whose company,
Huthwaite Inc., has taught it to hundreds of corporations worldwide, developed the “SPIN” selling system. At the heart of the system, as it is explained in Rackham's book SPIN Selling, is a
precisely defined sequence of four question types that enables the salesperson to move the conversation logically from exploring the customers' needs to designing solutions, or to in Rackham's terms, to
uncover Implied Needs and develop them into Explicit Needs that you, the salesperson, can resolve. Read More......
|