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What Differentiates Successful Salespeople?

The SPIN Selling model was developed by Neil Rackham based on extensive research he conducted on what differentiates successful from less successful salespeople. The model provides a time-proven framework that any salesperson can implement to become more effective.

Spin SellingRackham clearly states that there is no magic formula for achieving better sales results, however, he does claim strong evidence showing that if salespeople get just three things right there is a high probability that they will achieve superior results using the SPIN Selling method.

They are:

  • Get on the buyer's side of the table - Salespeople who use empathy to understand their buyers are more likely to ask questions and are less likely to rush into overwhelming buyers with solutions.
  • Invest in planning - Spend time planning the tactics you'll use for specific calls. Top salespeople reliably meet customer's expectations, find creative and flexible approaches for solving their problems, and persevere through challenges and setbacks without losing their positive frame of mind.
  • Give yourself a periodic checkup - Periodically collect input about your performance. Even skilled salespeople occasionally slip into old and bad habits.

Want to learn more about SPIN Selling? Download the SPIN Selling position paper to learn more and see how it is supported and enhanced by Social Styles.

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