Overview of the SPIN selling methodology

- Spin selling is a fantastic technique and one that I've used countless times in my sales career. And this course is my own interpretation of the book by Neil Rackham called, "SPIN Selling", and it's my lessons from using the technique myself. I would highly recommend buying the book and reading it for yourself to draw your own conclusions and get much more detail on the research, the techniques and his advice. This course is designed as a guide, an overview of what I feel are the most important lessons for you to start implementing SPIN Selling into your sales process today. The SPIN technique is based on questioning and truly understanding your prospect's situation and problems. Then probing for implications and payoffs of either implementing or not implementing a new solution. It's best used in larger and more complex sales processes. It can be used for simple and quick sales, but it really adds much more value when selling in things like services, consultancy, technology, complex software, and so on. So in this course, I'm going to teach you a few things. Firstly, the stages of the SPIN Selling technique, that being the opening or preliminaries, investigating, demonstrating capability, and then obtaining commitment. And then second is the SPIN Selling question categories, that situation, problem implications and need payoff. And then finally, I'll provide advice and guidance around those things such as dealing with objections, probing techniques, analyzing where SPIN is used best and loads more. So let's move on.