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Spin Selling Important Notes

Spin Selling Important Notes

Last Updated on September 12, 2018

In this post, we highlighted the most important notes of Spin Selling, which will contribute to increasing your sales and development of your business. Read and be inspired!

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Need-Payoff Questions – Spin Selling

Need-Payoff Questions – Spin Selling

Last Updated on August 29, 2018

Need-Payoff Questions get the buyer to tell you about their Explicit Needs and the benefits your solutions offers, rather than forcing you to explain the benefits to the buyer.

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Implication Questions – Spin Selling

Implication Questions – Spin Selling

Last Updated on August 22, 2018

Implication Questions discuss the effects of the problem, and develop the seriousness of the problem to increase the buyer’s motivation to change. They are best used before talking about solutions.

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Problem Questions – Spin Selling

Problem Questions – Spin Selling

Last Updated on August 15, 2018

The first of these other questions are Problem Questions. If you are relatively new to selling then practicing problem questions is probably the single most important thing that you can do to improve your sales results.

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Situation Questions – Spin Selling

Situation Questions – Spin Selling

Last Updated on August 8, 2018

Questions seeking facts are called Situation Questions. They are necessary. They help uncover a context for uncovering buyer problems. You need some facts in order to be able to put forward a reasonable solution / proposal to your prospect. 

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Double Your Sales with the Spin Selling – Book Summary

Double Your Sales with the Spin Selling – Book Summary

Last Updated on August 1, 2018

Reading this summary in NO WAY replaces the experience of reading one of the SPIN Selling books. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. So, do yourself a favor and buy one of the SPIN Selling books (personally I prefer the SPIN Selling Fieldbook) or better still attend one of the sales courses they run. I’m very confident it will be worth your time and money.

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