As always, keeping it classy by giving nothing but value. No matter if you blow up or not, you're helping a huge amount of people with this type of content. Both digital marketers, and the clients we serve combined. Question -- Ever walk away from a potential gig because of problems and/or implications ? If so, do you have certain ones we should be on the lookout for?
Thansk Jake. So the questions on problems are their problems as a business. Not my problems with doing business with them. The more problems they have selling to their clients the better for me if I want to sell a bigger solution. BUT the more problems they might have that interfere with me doing that work is a problem (for me). Any signs that a client isn't a good fit have to be dealt with right away - no point closing a sale and it all goes sideways. So make sure your client is right for you. That they will respect your work and that they are willing to give you what you need to do the job (time, respect, material, enough money etc). I love helping clients with THEIR problems. I walk away from a client with ME problems.
@@FoxWebSchool you should make a video on this one. I think sometimes as a starter like I am we get desperate to land our first few deals and we dont know what 'bad clients' who aren't a proper fit look like and the importance of avoiding them once we see them. I'm learning this through experience and would love some more insight on what to look for
Man, really actual for me and my situation. Grinding to get this first client for my digital agency. Really see that your vids are immortal. Your contribution is bringing huge impact for me now. Thanks man
So much value in this video! The way you summarized the SPIN in a 20-minute video in the context of web designing is simply amazing! Keep up with the great work :)
Hey man I just wanted to say that I appreciate all the amazing value you are providing and that I will definitely be attempting to get into your Fox Sales Legend program once I get the hang of this stuff more. You stand out from the competition in this area because you not only are you giving away what seems like to me usually paid content for free on youtube, but you also appear very genuine in a market full of people that do not seem genuine to beginners such as myself (and I'm sure to others) in this area. Thanks again for all this information.
Fantastic synopsis of SPIN Selling! Your visuals REALLY help explain the process. I bet you are an amazing web designer, converting conversation to well represented visuals is a skill not many have!
I used to work in a company that invest ton of resources in master employee spin selling tactics. To be honest it isn't easy as it looks at all. However, i have found someone who is really good at this and he is very charismatic, influence and trust worthy. The most critical part is how to make your audience aware of situation, problem and impact of it, then you offer the deal. It just hard to make audience to feel that it thier own thought. Anyway, thx for your info man. Keep up on your good work :)
Hey Rob, thanks for posting and I can't wait to watch the rest of your video. I think its important to mention that although asking questions is far more powerful because it makes your customer take ownership of your sale, (i.e. it makes them feel like they have far more of a stake in the project that you're proposing, if they're the one coming up with ideas about how the sale is going to improve their operation/ life, etc), sometimes you also can format these into statements for your customer. Usually this would go into the formal proposal/ presentation after all of the discovery (SPIN) questions are asked, but if you're dealing with a particularly ask assertive person during the discovery phase, they may not respond well to the questions (i.e. too timid to give assertive responses to your questions), so in some cases, you have to tell them what you think the implications could be if they purchase your product, and then follow up by asking what they think of that.
Do you think SPIN is relevant today given the sales process has changed (Buyers are more informed and engaging sellers at a much later stage in the sales process)? How do you compare it to Challenger Sales?
I'm enjoying those sketches! And so I smashed the like button. Lol This is very valuable information and it's sounds easy but difficult to execute without much experience.. Gotta list the right line of questioning tailored to what their business is and what service youre leaning to offer...
Ya important last step - can't be all negative or the client doesn't have any optimism about taking action. You need to motivate from both sides or you just freeze them up with too much stress.
Practically speaking - if you connected with someone on maybe a cold call or you are following up on a lead, do you go into this whole process on the first call over one call? Also, after you've gone through these pieces, do you then go straight into solution/selling?
Situation: Gathering Info about their situation Problem: Highlighting the Problems and making clients percieved it's bigger by mentioning potential ways it can hurt their business unresolved Implication: Building up solutions to a builded up perceived problem for big pay Needs to Pay off: Providing a Solution for Multiple Problems and highlighting all the benefits that a customer could get from trusting you with this project
Great video so far, but I am missing some practical examples. E.g. what would the problems of not-having or having a old website besides "getting more customers" and "be more professional"?
Old website: Problem: content is out of date Implication: new services aren't even online (less sales) Implication: not effectively selling (old design, outdated content) Implication: website doesn't address changes in the market and so on That is just one. There could be 100s. The website is "old" in what what - you got look not just at design but also the market, customers, services, sales, products, google ranking, and so on.
Great stuff man, although you might want to consider another mic or limiting the volume on the upload. There was a lot of fuzz (iykwim) in the first half of the video.
Very good video and hopefully you will be able to afford a whiteboard and an AI Osbot tracking camera so that you can stand up and draw without having to hold the small whiteboard for 25 mins. Very informative and well-presented.
This stuff is great! you're really putting out amazing content. I had one question however, correct me if you've made a video about it. but how would you go about getting a client to the phone in the first place? many people aren't receptive nowadays and that's been my main problem. trying to communicate value when i first contact them has been a struggle. let alone getting them to contact me on the phone.
One approach I use is to leave a brief message- that doesn't sound robotic- be enthusiastic and leave a positive message. (e.g. " hello Ray- I have some positive information to share with you, Its ashame we keep missing each other- well, here is my number and I look forward to speaking with you."
Excellent summary. You don’t cite the actual dollar/pound value that distinguishes a sale that is low-value and high-value. That is okay because Rackham also does not really know himself! Two thirds into his book he gives the actual number but with a caveat that it is not a demarcation line but where the grays show shades, where behaviours change in three main ways, at $109. Wait, what, only $109! I gleaned that buyer behaviour changes threefold: (1) The buyer grows more evermore sophisticated; (2) An after-sale relationship becomes important; (3) The decision to buy cannot be right then and there and as it may take weeks, months, or even years to complete, it involves several or more actors and rarely on just a single decision maker. Canonical sales only works on low-value items, where the customer is also unsophisticated, and where a continuing relationship for after sales support is not needed. Rackham debunks so many other ideas in canonical sales that the book is pure gold to read.
Oh, also the other side of the implication questions is that if you ask implication questions and it turns out that they're not nearly as bad as you were anticipating, well, you've just saved yourself a lot of time trying to sell something that's probably not going to sell and you can move on to something else.
Don't quite follow you? I offer websites cause that is what I am good at but SPIN applies at any service or product (when sold at a high price point). It can be used for whatever you want to sell.
What I am asking is as follows: I know html, css, JavaScript, and WordPress but by using these skills alone to build websites it doesn't solve all the clients issues. More skills are needed to be able to confidently promise and sell all these outcomes (solutions). What would be those skills, or do I just have to know everything - digital marketing, copywriting...
@@roisabreuer5560 I think you should join the course found here: www.foxwebschool.com/ Rob teaches how to create a website that gets results inside the new course material. It's really great. There's also a private Facebook group for the course members and we discuss this type of thing all the time.
I do like your drawings because they're better than mine :) I also sell high ticket items. Average sale is 15k. Small sale is 2k larger sale is 30-100k.
Well, i guess spin selling method is undoubtedly the one of the best in western/developed world. Here in India people are extremely stingy, would SPIN work as effectively ?
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I just finished the book it self. And this was literally a perfect summary. Great stuff man, you got a new subscriber :)
I want the soft copy
As always, keeping it classy by giving nothing but value. No matter if you blow up or not, you're helping a huge amount of people with this type of content. Both digital marketers, and the clients we serve combined.
Question -- Ever walk away from a potential gig because of problems and/or implications ? If so, do you have certain ones we should be on the lookout for?
Thansk Jake.
So the questions on problems are their problems as a business. Not my problems with doing business with them.
The more problems they have selling to their clients the better for me if I want to sell a bigger solution.
BUT the more problems they might have that interfere with me doing that work is a problem (for me).
Any signs that a client isn't a good fit have to be dealt with right away - no point closing a sale and it all goes sideways. So make sure your client is right for you. That they will respect your work and that they are willing to give you what you need to do the job (time, respect, material, enough money etc).
I love helping clients with THEIR problems. I walk away from a client with ME problems.
@@FoxWebSchool you should make a video on this one. I think sometimes as a starter like I am we get desperate to land our first few deals and we dont know what 'bad clients' who aren't a proper fit look like and the importance of avoiding them once we see them. I'm learning this through experience and would love some more insight on what to look for
@@jay-leandrouchiha3369 Thanks Jay, Ill put it on my list.
@@jay-leandrouchiha3369 good point. Even thought this video is 3 years old I found it very valuable and im learning as well
Fascinating! I have no selling experience at all but feel I could walk into a sales meeting right now fairly confident just from watching this video!
Great to hear this!
Disappointed that this video only has 1500 views.
Very informative and very well presented, good job !.
Man, really actual for me and my situation. Grinding to get this first client for my digital agency.
Really see that your vids are immortal. Your contribution is bringing huge impact for me now. Thanks man
What a great explanation. I have watched several SPIN selling videos and your's is excellent! Thanks for posting this!
So much value in this video! The way you summarized the SPIN in a 20-minute video in the context of web designing is simply amazing!
Keep up with the great work :)
Great to hear that Umar - thank you!
Really nice and easy to follow breakdown, look forwards to watching some of your other content thanks
Hey man I just wanted to say that I appreciate all the amazing value you are providing and that I will definitely be attempting to get into your Fox Sales Legend program once I get the hang of this stuff more. You stand out from the competition in this area because you not only are you giving away what seems like to me usually paid content for free on youtube, but you also appear very genuine in a market full of people that do not seem genuine to beginners such as myself (and I'm sure to others) in this area. Thanks again for all this information.
I can see a genuine concern to teach something useful, congrats for the great lesson!
I watched a lot of selling related videos, but I love this video. It's kinda hidden gem. Learnt a lot thanks 🤗
Great video and explanations! I love your sketches ! Many thanks from Greece!!
Fantastic synopsis of SPIN Selling! Your visuals REALLY help explain the process. I bet you are an amazing web designer, converting conversation to well represented visuals is a skill not many have!
Thank you very much!
I used to work in a company that invest ton of resources in master employee spin selling tactics. To be honest it isn't easy as it looks at all. However, i have found someone who is really good at this and he is very charismatic, influence and trust worthy. The most critical part is how to make your audience aware of situation, problem and impact of it, then you offer the deal. It just hard to make audience to feel that it thier own thought.
Anyway, thx for your info man. Keep up on your good work :)
Hey Rob, thanks for posting and I can't wait to watch the rest of your video. I think its important to mention that although asking questions is far more powerful because it makes your customer take ownership of your sale, (i.e. it makes them feel like they have far more of a stake in the project that you're proposing, if they're the one coming up with ideas about how the sale is going to improve their operation/ life, etc), sometimes you also can format these into statements for your customer. Usually this would go into the formal proposal/ presentation after all of the discovery (SPIN) questions are asked, but if you're dealing with a particularly ask assertive person during the discovery phase, they may not respond well to the questions (i.e. too timid to give assertive responses to your questions), so in some cases, you have to tell them what you think the implications could be if they purchase your product, and then follow up by asking what they think of that.
Fantastic Selling Methode! Thanks for the video!
Thank you so much I’ve been taking class and asking around watching videos and you just made it simply thank you again for million time ♥️♥️♥️♥️
Amazing value in this video! So glad i run into your channel somehow! Please keep doing what you are doing.
Thanks Kristijan! Really appreciate the positive feedback.
Great vid love your teaching style. Very effective!
I was going to buy the book but never mind now, thank you!! appreciate it!
Still get the book! Thanks
Great video. I’m using SPIN currently. It’s a lot to learn but it works with great practice.
your visuals are great, simple and well communicated
Awesome video, very clear and easy to follow, huge thank-you!
Great value and presentation, Fox. I am going to be using these techniques moving forward.
Fantastic video, clear and straightforward explanation on sales.
Loved it, keep it going! :D
Thank you Aner - glad you liked it.
Do you think SPIN is relevant today given the sales process has changed (Buyers are more informed and engaging sellers at a much later stage in the sales process)? How do you compare it to Challenger Sales?
This was a great video, I understand spin selling now. Thank you for the easy explanation. Subscribed.
Great - glad it helped Andre. Now go sell ha!
Great teaching! How would you implement this let’s say in a 3 month sales cycle?
I'm enjoying those sketches! And so I smashed the like button. Lol
This is very valuable information and it's sounds easy but difficult to execute without much experience.. Gotta list the right line of questioning tailored to what their business is and what service youre leaning to offer...
What to do if client not would ti respon question ?
Amazing video. I'm always missing a Need payoff stage. Didn't even know it exists... Time to change it. Thank you!
Ya important last step - can't be all negative or the client doesn't have any optimism about taking action. You need to motivate from both sides or you just freeze them up with too much stress.
Adrian Try thinking of the Need-Payoff stage as the "VALUE" stage. Neil said he should have called it that!😉
Great Video, Clearly explaining the “SPIN”
It was truly a ton of value. Thanks a million for the effort.
Practically speaking - if you connected with someone on maybe a cold call or you are following up on a lead, do you go into this whole process on the first call over one call?
Also, after you've gone through these pieces, do you then go straight into solution/selling?
So goood!!!! To this day i was missing out on the need payoff!
Awesome video, will definitely be returning to it as a summary of the book.
Wow this was explain so well for the average person like myself! I was having trouble understanding SPIN
What are implication questions that could help broaden the problems?
Situation: Gathering Info about their situation
Problem: Highlighting the Problems and making clients percieved it's bigger by mentioning potential ways it can hurt their business unresolved
Implication: Building up solutions to a builded up perceived problem for big pay
Needs to Pay off: Providing a Solution for Multiple Problems and highlighting all the benefits that a customer could get from trusting you with this project
very well articulated, you have made this strategy very accessible
Thanks fox, appreciate your videos and tips you give.
Great video so far, but I am missing some practical examples. E.g. what would the problems of not-having or having a old website besides "getting more customers" and "be more professional"?
Old website:
Problem: content is out of date
Implication: new services aren't even online (less sales)
Implication: not effectively selling (old design, outdated content)
Implication: website doesn't address changes in the market
and so on
That is just one. There could be 100s. The website is "old" in what what - you got look not just at design but also the market, customers, services, sales, products, google ranking, and so on.
Great stuff man, although you might want to consider another mic or limiting the volume on the upload. There was a lot of fuzz (iykwim) in the first half of the video.
Those sketches are on the renaissance paintings level, man.
Great video, thanks for sharing this information.
Grazie!
Top 5 sales book for sure. Really good for B2B I feel.
Dude you're a genius.
Very good video and hopefully you will be able to afford a whiteboard and an AI Osbot tracking camera so that you can stand up and draw without having to hold the small whiteboard for 25 mins. Very informative and well-presented.
Great video and visuals! Very helpful.
Thank you
Good job, a lot of value, perfect explanation
You are an awesome teacher!!
Thank you!
Excellent intelligent easy to understand presentation thank you for doing this
Hey man thanks for the content, good structure, good flow, good vibes! ;)
You are a legend man I swear
Great brother straight to the point, thanks !!!
This stuff is great! you're really putting out amazing content. I had one question however, correct me if you've made a video about it. but how would you go about getting a client to the phone in the first place? many people aren't receptive nowadays and that's been my main problem. trying to communicate value when i first contact them has been a struggle. let alone getting them to contact me on the phone.
One approach I use is to leave a brief message- that doesn't sound robotic- be enthusiastic and leave a positive message. (e.g. " hello Ray- I have some positive information to share with you, Its ashame we keep missing each other- well, here is my number and I look forward to speaking with you."
Excellent summary. You don’t cite the actual dollar/pound value that distinguishes a sale that is low-value and high-value. That is okay because Rackham also does not really know himself! Two thirds into his book he gives the actual number but with a caveat that it is not a demarcation line but where the grays show shades, where behaviours change in three main ways, at $109. Wait, what, only $109! I gleaned that buyer behaviour changes threefold: (1) The buyer grows more evermore sophisticated; (2) An after-sale relationship becomes important; (3) The decision to buy cannot be right then and there and as it may take weeks, months, or even years to complete, it involves several or more actors and rarely on just a single decision maker. Canonical sales only works on low-value items, where the customer is also unsophisticated, and where a continuing relationship for after sales support is not needed. Rackham debunks so many other ideas in canonical sales that the book is pure gold to read.
Thank you so much I had great insights from your video and it definitely helps me in the future.
Amazing video keep up the dope content
Thanks David - any follow-up questions just let me know.
i wish i'd watched it when i was a phone sales man . very good btw. tnx for video.
Very well explained, great job!
Really i love your explanation, you make it very clear and easy to me to understand this method, so thank you from Egypt, with love. Dr, Fekry.
Hey sounds good but would like to see it in real life and how your keeping the client engaged ?
Oh, also the other side of the implication questions is that if you ask implication questions and it turns out that they're not nearly as bad as you were anticipating, well, you've just saved yourself a lot of time trying to sell something that's probably not going to sell and you can move on to something else.
Many thanks for this information. It a greeeat selling sequence. You are a genius 🙂🙌🏼
Amazing video bro! i appreciate this
What do I have to know how to do besides for building websites in order to offer such high responsibility solutions
Don't quite follow you?
I offer websites cause that is what I am good at but SPIN applies at any service or product (when sold at a high price point). It can be used for whatever you want to sell.
What I am asking is as follows: I know html, css, JavaScript, and WordPress but by using these skills alone to build websites it doesn't solve all the clients issues. More skills are needed to be able to confidently promise and sell all these outcomes (solutions). What would be those skills, or do I just have to know everything - digital marketing, copywriting...
@@roisabreuer5560 I think you should join the course found here: www.foxwebschool.com/
Rob teaches how to create a website that gets results inside the new course material. It's really great. There's also a private Facebook group for the course members and we discuss this type of thing all the time.
Thaks so much for all this valuable information
Thanks Roisa
Are u still at 16k subs? What the...... I mean you deserve a trillion subs
Excellent! Thank you!
I have an example and I want you to help me in it
Just post up here
超棒的课程。学习到了，感谢！
Great recap!
Awesome video!! Thank you
== SO. MUCH. VALUE. == Thanks for sharing!
Thank you! Means a lot and helps keep me motivated.
Thanks alot for breaking it down
Great content :)
Thank you! Very helpful
Love it!
great video
Great vide!
I do like your drawings because they're better than mine :) I also sell high ticket items. Average sale is 15k. Small sale is 2k larger sale is 30-100k.
❤️... Great Value...
Thanks Shameer!
Very good. Thank you. Smashed the like! ;)
Well, i guess spin selling method is undoubtedly the one of the best in western/developed world.
Here in India people are extremely stingy, would SPIN work as effectively ?
Very low volume. Really have to try hard to listen
Absolutely sick
great one
🔥🔥🔥
Cool video
As soon as you said "process" I knew you were Canadian
He's Irish
Prospect sells themselves with SPIN SELLING.
Thanks alot
I hate sales and business and all that shit I just have an exam in soon selling so… here I am
Awesome.
Sir make more vedios
More coming soon
THIISS IS FUCKINNGGG AMAZING!!
👍👍
I literally learnt nothing watching your video
Something's wrong with your learning capacity