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Spin Selling: Is this a Major Sell?

by Underground
7 replies
To those who have read the book, you'll know doubt know the distinction it draws between simple, low value sales and major sales, and how traditional techniques like objection handling, closing don't work for major sales that can't be closed on one call.

I have a question though. Would a productized package offer of say a video sales funnel creation at $2495 be a simple sale and work with those traditional techniques, in your experience (just like a simple low cost product but costing a bit more), or is the SPIN approach needed for higher cost items like this?
#major #sell #selling #spin
  • Profile picture of the author Rus Sells
    I think the core principles of the SPIN method really works well for services that we as agencies offer, being intangible.

    For those reading this and haven't heard of the SPIN methodology in sales here's what the letters stand for. SPIN being an acronym.

    S = Situational Questions.
    P = Problem Questions.
    I = Implication Questions.
    N = Need or Payoff Questions.

    The methodology is designed to get prospects to have their AHA moment about you/or your product or service on their own.
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    • Profile picture of the author Underground
      I'm only into the introduction of the book, and as I'm pushed for time and have an option of a few sales courses to go through to get a plan together I wanted to know if going with the spin methodology is the best option and right for the kind of services agencies offer. I've tried to make my offerings tangible rather intangible by the way I packaged them, but your brilliant synopsis there on what SPIN selling is about has shown me it's perfectly in-line with the approach I want to take.

      Thanks.
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      • Profile picture of the author Claude Whitacre
        It's not one VS another. I incorporate lots of ideas from the SPIN selling book, and lots of ideas from others.

        If you are analytical, and don't mind asking lots of questions, this approach is very workable.

        If you simply like to pitch, you can still just pitch a program at that price point. It isn't that much money.
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        • Profile picture of the author Jason Kanigan
          Originally Posted by Claude Whitacre View Post

          It's not one VS another. I incorporate lots of ideas from the SPIN selling book, and lots of ideas from others.

          If you are analytical, and don't mind asking lots of questions, this approach is very workable.

          If you simply like to pitch, you can still just pitch a program at that price point. It isn't that much money.
          Claude made a good point here about beliefs.

          What you believe a "high" price point is may not be the same (and frequently is not) as what your prospect believes it would be.

          The real question is: how complex is the problem you're solving?

          A simple problem that is easy to understand the causes of is straightforward to sell a solution for.

          A problem that has many covering and misdirecting symptoms, and will require several elements to solve, is a better candidate for SPIN/consultative selling.

          Note how price is NOT the issue in either case.
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          • Profile picture of the author Underground
            Stella advice from all. Thanks.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by Underground View Post

        I'm only into the introduction of the book,
        Sir; That tells me a lot. It's only one book. Read it today. It's Sunday. Also Read Pitch Anything by Oren Klaff. These are two separate approaches.

        Whichever one appeals to you, do that. Your approach will evolve as you get feedback from prospects.
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        • Profile picture of the author Underground
          Originally Posted by Claude Whitacre View Post

          Sir; That tells me a lot. It's only one book. Read it today. It's Sunday. Also Read Pitch Anything by Oren Klaff. These are two separate approaches.

          Whichever one appeals to you, do that. Your approach will evolve as you get feedback from prospects.
          What does it tell you Claude out of curiousity?

          I've read Pitch Anything. Loved it. Thanks for the suggestion. I'm hiring people to do sales for me and within a week I'll be launching a campaign, hence being pressed for time and not really wanting to be trapped in research phase for too long spinning wheels, I want to get selling and get a good process for that. I'll be using Jason's opener and then progressing from there.

          Really, I was looking for a methodology that would help me clarify my whole sales approach and develop some penetrating questions for investigating where the prospect is at. When Russell pointed out this is about leading through questions until they make the decision then I knew I am reading the right book, rather than, say, go through Tom Hopkins or Brian Tracy's stuff.

          I have the Spin selling field book and that gives a great template to fill out in my own case so I can then clarify my sales approach optimally and pass that onto the sales people so they have all the details they need. That's where I was weak, knowledge wise, but I'll go through the book as you suggest and rectify that.

          Thanks for the input. You're suggestion to include some of the traditional tactics in combination was particularly helpful.
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