Sales Archives

Reciprocal Concessions: The Mirage of Middle Ground

What are reciprocal concessions? Why do you feel the need to concede something just because someone else has given on their side? Rejection-then-retreat is a tactic used to help persuade you to give in. Reciprocal concessions is a negotiation strategy that uses an unreasonable ask that is scaled back to what a person really wants. You are tricked into thinking that you “won” a hard-earned concession and give on your starting position. Learn how to see through this rejection-then-retreat strategy.

Implied Needs: How to Know What a Customer Wants

What are implied needs in a sales interaction? Why do you need to be able to understand them? Implied needs are one type of customer motivation in sales. Customers will enter into a sales interaction for many reasons, some more complex than others. As the salesperson, you need to understand the implied needs and explicit needs.

How to Do a Sales Call: 4 Stages and Great Tips

Do you want to know how to do a sales call? Are you looking for tips and advice on how to have a successful call? Learning how to do a sales call can be a challenge. But the SPIN selling method offers a clear strategy in the four stages of a sales call, along with the way you can ask questions to reach solutions.

Understanding Customer Needs: Your Guide to Sales

Why is understanding customer needs so important in the sales process? How can SPIN selling help? Understanding customer needs not only helps you make a customer connection, but also helps form and eventually close the sale.

Implication Questions (SPIN Selling)—Turn Needs Into Sales

What are SPIN selling implication questions? How can they help you succeed in the SPIN selling method? Implication questions are the “I” in the SPIN selling approach. Used in large sales, they’re sophisticated questions that explore the implications or ramifications of a customer’s problem—for example, “How will this affect your fourth-quarter results?” or “What will this mean for your biggest customer?” They underscore a problem’s significance and create an urgency to address it. Implication questions are one type of question in the SPIN selling approach that focuses on finding solutions.

SPIN Selling Questions: What They Are, How to Use Them

What are SPIN selling questions? What do they have to do with sales strategy? The SPIN method is based off of questions and their solutions. SPIN selling questions help you establish a relationship, find out customer needs, and work towards solutions that complete the sale.

Need Payoff Questions in Sales: Ask Questions, Sell Answers

What are need payoff questions? How can they help you be successful in sales? Need payoff questions are the “N” in the SPIN selling approach. They lead the customer to articulate the benefits of your product or solution. Need payoff questions contribute strongly to success in large sales. Need payoff questions are one approach to the SPIN selling strategy, and you can use these types of questions to increase the value of your sales and interactions.

How To Close a Sale: The Complete Guide to Success

Do you want to know how to close a sale? How does closing a sale different depending on the type of sale? There are several ways to close a sale. The SPIN selling method not only teaching you how to close a sale, but why it matters. Read about the updated SPIN selling method for how to close a sale.

How Sales Cycle Length Changes Your Strategy

What is a sales cycle length, and what does it have to do with the SPIN selling method? The sales cycle length can affect the entire SPIN selling method. The sale cycle length is something you have to keep in mind to consider how you go about pursuing a sale.