|
|
Like this article? PLEASE +1 it! |
|
Putting A New Spin On Selling
Written by: Jim MeisenheimerArticle Overview: Here's a new spin on selling. You can use this to increase your sales in a down economy. Four new pieces to the selling puzzle - check it out.
![]() |
Free Download - Sales Flubs By Jim Meisenheimer |
Putting A New Spin On Selling
The book SPIN Selling was written by Neil Rackham and published in 1988 is a terrific book. The book emphasizes the importance of asking the right sales questions.
This book inspired me so much I eventually wrote my own book emphasizing sales questions, "The 12 Best Questions To Ask Customers."
I'd like to use the word S.P.I.N. in a slightly different way. I'd like to use the word as an acronym.
Putting the right S.P.I.N. into your business especially during these turbulent times can change your attitude and improve your selling results.
Think of the word S.P.I.N. as four pieces to the selling puzzle.
S = Shrug it off
P = Preparation and practice
I = Initiative
N = New
Let's start with Shrug it off. Right now most of the world's news is negative. In the USA the real estate market is hurting, financial markets are in chaos, and just when you think gas prices can't go any higher - they go higher. Shrug it off.
That's right, dismiss the bad news or it will eventually consume and overwhelm you.
If the news gets you down, do something that picks you back up. If you're an entrepreneur or a professional sales representative you can't afford to be down and negative when you're working with your sales prospects and customers.
Change your routine. Exercise more. Read motivational books. Buy a book of quotations.
And stay away from negative people because it's amazing how contagious negativity can be.
Inject a little Preparation and Practice into every selling day. For example, when you're planning sales calls for the next day, you can prepare several questions in writing. While you're driving to the account practice them.
If you don't practice what you're going to say before you get to the account you end up practicing on your sales prospects and customers. Nothing could be worse!
=>> You can also prepare and practice specific parts of your planned sales call.
=>> You can prepare and practice how you will present the benefits of your products.
=>> You can prepare and practice how you'll deal with the price objection.
=>> You can prepare and practice how you'll ask for the next appointment.
=>> You can even prepare and practice how you will ask for the business.
You know before you get to see your sales prospect if you've prepared and practiced enough - and unfortunately so will your sales prospect.
My approach to S.P.I.N. selling includes "Initiative." The initiative I'm referring to is personal initiative. This word covers all aspects of professional selling. When times are tough it requires that you become tougher.
Doing things the way you've always done things will not differentiate you from your competition. Take the initiative to learn more about personal salesmanship and selling skills. Literally - hit the books. Visit article directories such as www.ezinearticles.com and look for the best articles to help you achieve greater selling success.
Take the initiative to pick up the telephone and schedule more appointments. Take the initiative to allocate more face-to-face time calling on sales prospects which represent new business opportunities for you.
Take the initiative to cross sell and up-sell whenever possible. Take the initiative to do everything imaginable to help your customers solve their problems.
And take the initiative on every sales call to exceed your sales prospect's and/or customer's expectations.
The final piece to S.P.I.N. selling is the word “New.” The two most popular words in the English language are "New" and "Free." You can skip the free, but focus on what's new.
How do you personally respond to the question, "What's new?"
=>> Do you have new products?
=>> Do you have new management?
=>> Do you have new technology?
=>> Do you have new ways to solve old problems?
=>> Do you have new programs?
=>> Do you have anything that's new?
Focus on what's new, not what's problematic. Get excited when you're talking about what's new to your sales prospects and customers. If you're excited, they'll become excited.
Develop a new attitude about everything. Sure the stock market is down. Novice investors are bailing out. Warren Buffett is licking his chops because of all the buying opportunities he sees.
The real estate market is down and everybody is thinking doom and gloom - except for the very shrewd investors who enjoy bottom fishing and buying properties at bargain basement prices.
It's not easy being positive when all the news is so negative. You have the ultimate control over your thoughts. So choose optimism over pessimism, positive over negative, sunny versus gloomy, and winning over losing.
You’ll be glad you did and so will your customers.
Growing your business, increasing your sales, and making more money is easy when you put the right S.P.I.N. on it.
Article Tags: acronym, attitude, bad news, book of quotations, chaos, entrepreneur, financial markets, gas prices, initiative, neil rackham, professional sales representative, puzzle, real estate market, sales prospects, sales questions, spin selling, terrific book, turbulent times
|
About the Author: Jim Meisenheimer RSS for Jim's articles - Visit Jim's website
Jim Meisenheimer publishes the Start Selling More Newsletter. The focus is on common sense sales tips and selling strategies based on practical ideas that get you immediate results. You can get more information and sign-up for my FREE Newsletter at http://www.startsellingmore.com Discover the 12 Best Sales Questions To Ask Customers. When you ask these sales questions, you won't be selling you'll be solving your customer's problems. You'll close more sales when you ask these 12 clever sales questions. And your sales will take-off! Go here now: http://meisenheimer.com/products/salesquestions.htm Click here to visit Jim's website 3 Ways To Outsell Your Competitors The Ups And Downs Of Selling The Secret To Getting Prospects and Customers To Buy Your Products What Sergio Garcia Can Teach You About Selling Searching For Answers |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Effective Leadership
SEO Link Popularity and the Home Business Website
Creating a Better Place to Work
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.



