From the course: The SPIN Selling Methodology

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Sales opportunity opening and preliminaries

Sales opportunity opening and preliminaries

From the course: The SPIN Selling Methodology

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Sales opportunity opening and preliminaries

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- SPIN selling starts the same way any other sales interaction should begin. Whether it's by a sales call, you meet at a networking event, you're connected by a mutual contact, or you just run into them in the street, the objective right now is to open a conversation and gain trust with that person. You should not dive straight into a pitch or even fact-finding questions. This is purely relationship-focused at this point. Asking questions is fine, but they should be lightweight. So what are we doing at this point? You may have heard of my five stages of a sales call: introduction, hook, bridge, body, and close. Check out my other courses to find that in more detail, but at this point, we're only going for the introduction and the hook. So the introduction consists of a few things. Firstly is your name, secondly is the reason for your call or chat, and thirdly is a permission-based statement. So let me give you an example. "Hi, Pete, my name's Miles. I'm calling to talk to you about…

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