Spin Selling
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Question 1 of 9
1. Question
Based on Neil Rackham’s study, successful sales people:
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Question 2 of 9
2. Question
The more developed the need, the more likely the customer will be to act:
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Question 3 of 9
3. Question
Statements of problems, difficulties or dissatisfaction in areas where you could provide help are called:
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Question 4 of 9
4. Question
The ability to convert implied needs into explicit needs is not really a good idea.
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Question 5 of 9
5. Question
Situation Questions deal with the facts about the buyers existing situation.
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Question 6 of 9
6. Question
Before the sale can be closed, there must be a direct connection between the pain experienced by your prospect and the solution you are recommending.
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Question 7 of 9
7. Question
Implications are very important, Because they point out the bad decisions the customer has made.
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Question 8 of 9
8. Question
Needs payoff questions reveal how the product or services offered can add real benefit.
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Question 9 of 9
9. Question
Waiting to sell is important because:
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