Spin Selling and B2B Sales Training 101
Spin Selling and B2B Sales Training 101
David Shedd
DavidShedd@ MoveYourCompany
"Nothing happens until someone sells something."
Thomas J. Watson
"Sell the problem. No business buys a solution for a problem they don't have." Seth Godin
"Your opinion [about what the customer wants], although interesting, is irrelevant." Craig Stull
The Fundamentals
Possible Outcomes of a Sales Call
?Order (Success)
?The customer makes a firm commitment to buy
?Advance (Success)
?The sales process moves forward towards a decision ?"We will come tour your factory" ?"Give me a quote on this product or service with these features"
?Continuation (Failure)
?The sales process continues, but does not move forward ?"I like what you are saying. Let me think about it. I will get back to you." ?"Can you make the same presentation to some other colleagues."
?No-Sales (Failure)
?The customer actively refuses a commitment ?"I'll go with your competitor." ?"I am not going to buy anything at this time."
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