One of the most well-known sales processes out there is Spin Selling. But is this classic sales technique still relevant? Watch as we review Spin Selling to determine if it is still has a place in your modern day sales strategy. My colleague, Andrew Urteaga, and I will discuss in detail whether or not these principles apply to the challenges faced by today’s sales leaders.

 

Spin Selling was developed following the careful observations of 35,000 sales calls. The sales technique laid out a sequence of questioning designed to build a rapport, understand the needs of your buyers, and increase the close rates. Andrew and I will discuss this technique in depth and apply to today’s business.

 

We start by examining the history and makeup of the SPIN sales strategy (Situational, Problem, Implication and Need-payoff questioning). We will compare it to the modern consumer journey. From there, we look at how to improve win rates, increase deal sizes and shorten sales cycles by tailoring your sales process to how prospects want to buy. We also discuss how to use market research to predict trigger events and to track behaviors along the buyer’s journey.

 

Watch now as we review this iconic sales technique. We’ll conclude the episode by answering these key questions: Do the selling strategies from Spin Selling hold up? And can the SPIN sales methodology be a contender in today’s market?

ABOUT THE AUTHOR

Drew Kiran

Accelerates client results by quickly identifying root causes and collaborating on solutions.
Learn more about Drew Kiran >

Drew brings an unmatched passion to every client relationship. His broad experience as both a successful entrepreneur and Fortune 1000 leader provides a unique perspective to help a wide range of clients. He has extensive experience working both within and alongside technology companies, so he understands the heavy emphasis on quarterly numbers. Drew’s experience in helping companies scale and increase value has been seen as a huge asset to both company and investor.

Read full bio >