Putting A New Spin On Selling
Putting A New Spin On Selling
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.
Putting A New Spin On Selling - To learn more about this author, visit Jim Meisenheimer's Website.
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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.
Putting A New Spin On Selling - To learn more about this author, visit Jim Meisenheimer's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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