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Are there any SPIN Selling followers here?

Hello all!

I'm new to this forum. I would like to find some help with SPIN selling methods here so looking for this theory followers.

1. The first question maybe obvious is: does it work? :)

2. Do I have to make a rapport with a customer before going deeper and starting to ask Prolem or other questions?

Regards,

Eugene. - by Borisoff
There is a thread here on SPIN Selling:

http://www.salespractice.com/forums/showthread.php?t=667

I'm afraid you won't find it to be much help, because in 19 posts nobody reported they finished the book. A few people said the were going to read it or were thinking of ordering it. The thread went off topic early with references to some other material that I responded to. I tried to get it back on the topic of SPIN, but nobody seemed interested.

If you use the Search feature here, you can find some threads that reference Rackham's Spin Selling, but I don't recall anyone sharing much information that wasn't on the early pages of the book--or reporting any practical experience with the system. - by Gary Boye
Not a complaint, Houston. It's an observation that there are more references to selling concepts here than there is sharing of practical experiences. I have yet to see one member here share their actual experience with SPIN selling even though it has been mentioned countless times.

I don't use the system. So I can't share my results with it. What is the use of talking about something if nobody seems to be engaged in it? You read SPIN Spelling a while ago, according to your post on that thread. I don't see you sharing your results and observations from it. And I don't see you answering Borisoff's two questions.

My comments are no reflection on Rackham's work. I did read his book and I view at as a viable system. I choose not to use it.

If you don't believe that the sharing of real life experiences in selling is more valuable to a forum like SalesPractice then tossing out the names of books and concepts, then you wouldn't understand. I trust that's not the case. - by Gary Boye
What is the use of talking about something if nobody seems to be engaged in it?
Ask better questions and you'll get better answers.

You read SPIN Spelling a while ago, according to your post on that thread. I don't see you sharing your results and observations from it. And I don't see you answering Borisoff's two questions.
I'll take care of that right now.

1. The first question maybe obvious is: does it work? :)

2. Do I have to make a rapport with a customer before going deeper and starting to ask Prolem or other questions?
Yes and Yes. Have you already read the book and developed your own questions? - by Houston
[quote=Houston]Ask better questions and you'll get better answers.
[quote]

I agree entirely. I think Borisoff should have asked: Are There Any SPIN Leaders Here?

I personally would love to hear comments drawn from real life experiences on SPIN Selling. I can't provide them or I would. Maybe it's an opportunity for SP to draw out comments from some of the hundreds of lurkers and members who don't post. Surely there are some who use the SPIN system effectively and are willing to share their experiences. - by Gary Boye
I agree entirely. I think Borisoff should have asked: Are There Any SPIN Leaders Here?
Borisoff's questions were about the SPIN model. Why do you feel he should have asked about SPIN leaders instead? - by Houston
I read the books (all of them), got through training programs and now looking for a forum where I can find SPINners to share the experience and get some advice. Do you know of any SPIN selling forums?

Regards,

Eugene. - by Borisoff
I read the books (all of them), got through training programs and now looking for a forum where I can find SPINners to share the experience and get some advice. Do you know of any SPIN selling forums?
I bet there are more SPINners here than others might have you believe. I've read the first book, listened to the CDs and am still going through the workbook. - by Houston
I read the books (all of them), got through training programs and now looking for a forum where I can find SPINners to share the experience and get some advice.
I've checked into SPIN and liked it. I didn't take the classes or workshops but I'd be interested in discussing the model. ;) - by SalesGuy
That's three. Anyone else? - by Houston
I've checked into SPIN and liked it. I didn't take the classes or workshops but I'd be interested in discussing the model. ;)
SalesGuy, I have heard it said by someone that SPIN Selling is just another "spin" on the consultative selling idea that's gotten a lot of play in the last several years. Now I know that "consultative" is rather ambiguous, but what are your thoughts there? Agree or not? I don't have an opinion. Where is it unique aside from assigning specific terms to the parts of the process? - by Gary Boye
Eugene, I'm interested.

Is the model viable? Sure.

Do you need to develop rapport? In general, yes. SPIN selling is about the larger sale, even though the concept works quite well elsewhere. Anyway,