When Pitney Bowes was at its peak of domination( since has pulled a Blockbuster) they required it to be read as part of the sales onboarding and before they sent you to their internal sales college in Aberdeen Woods GA. If only organizations trained and invested in their sales forces like this today.
It made sales a brain game…and fun. Goes without saying that the audiences best advocate is themself! So the idea is to get them to “discover” whatever it is that YOU want them to discover. When a person comes to conclusion on their own it holds way more power. You can tell your audience what they need ( “you need to buy this new car from me”)….or…..you can ask strategic questions that will lead them down a path to discover it on their own ( well, they think and believe they came up with it on their own).
Great point about future potential problems. Many enterprise buyers are planning 1-5 years out and are worried about potential risks, security, things not working. Provide them a service that gives them a feeling of safety and comfort
![ว้าว!ลุงบีมแบกทองมารับขวัญหลานกันยกบ้าน [cc] แดนแพทตี้ SS2 | EP.49 |](http://i.ytimg.com/vi/Osihq1OAs-4/mqdefault.jpg)
![[TH]FFWS SEA 2024 Fall - Knockout Stage Day 5](http://i.ytimg.com/vi/N2tl9xkQyyU/mqdefault.jpg)
After reading a load of sells books, SPIN selling still one of the best out there and the one that shaped my career
spin selling is the holy grail
*6:49**-**7:14*
*Good point! Now we have the internet, we should totally do our research before engaging with our prospects.*
In 2023 you can definitely still use this.
reading it now, great book so far
that concept about future problems ..... brilliant!!
Not only relevant. It is essential!
When Pitney Bowes was at its peak of domination( since has pulled a Blockbuster) they required it to be read as part of the sales onboarding and before they sent you to their internal sales college in Aberdeen Woods GA. If only organizations trained and invested in their sales forces like this today.
It made sales a brain game…and fun. Goes without saying that the audiences best advocate is themself! So the idea is to get them to “discover” whatever it is that YOU want them to discover. When a person comes to conclusion on their own it holds way more power. You can tell your audience what they need ( “you need to buy this new car from me”)….or…..you can ask strategic questions that will lead them down a path to discover it on their own ( well, they think and believe they came up with it on their own).
Great point about future potential problems. Many enterprise buyers are planning 1-5 years out and are worried about potential risks, security, things not working. Provide them a service that gives them a feeling of safety and comfort
For sure!
Find out about the situation online then ask problematic questions around the situation. 2022 spin selling. Cheers 🥂🥂
Well explained!
Glad you enjoyed it :)
Great video. Thank you.
Glad you liked it!
MARAVILHA🔥✨🎩👌
Thank you
Brain structures have stayed the same, these techniques will still work