SPIN Selling
A questioning method from Neil Rackham's research that moves a sales call through four question types: Situation, Problem, Implication and Need-Payoff. The buyer, not the seller, ends up stating what the problem costs and what fixing it is worth. The common mistake is spending half the call on situation questions the rep could have answered from LinkedIn beforehand.
More terms from Enablement
- Sales Enablement
- MEDDIC
- BANT
- Challenger Sale
- Solution Selling
- Value Proposition
- Elevator Pitch
- Objection Handling
- Discovery Call
- Buying Committee
- SDR (Sales Development Representative)
- BDR (Business Development Representative)
- Multi-Threading
Growth without the headcount.
Knowing the vocabulary is the easy part. In a free 30-minute call we look at what it would look like running on your stack.
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