4 of 4 people found the following review helpful
Sales success starts with SPIN,
This review is from: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (Paperback)
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!