Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Sollution Selling: Neil Rackham’s SPIN Selling

Solution selling is all about finding out what the problem is, and offering a solution. And this is at the heart of Neil Rackham’s approach to sales: SPIN Selling. SPIN is an acronym that will guide you through the diagnosis.

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD

Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details

Sales and Selling Skills
This video is part of course module 8.4.4
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 4: Masters of Selling

Other videos in this section include:
🎬 Dale Carnegie: How to Win Friends and Sell to Them https://youtu.be/U9FWz2yTuUY
🎬 Mary Kay Ash: The Mary Kay Way of Selling https://youtu.be/ToBd_dGXAV4
🎬 The Miller Heiman Strategic Selling Methodology https://youtu.be/d3eACAlFRps
🎬 Daniel Pink: To Sell is Human https://youtu.be/uWAcm6sknTg

SPIN Selling (https://geni.us/Ir5xu) is a best-selling book by Neil Rackham. It describes one of the most widely known sales methodologies, which is also promoted worldwide to companies of all sizes, by Rackham’s company, Huthwaite International.

Solution Selling
Selling Environment vs Buying Environment

SPIN Selling process has a number of stages:
1. Preliminaries: Creating rapport and trust
2. Investigating: Learning about the buyer’s needs
3. Demonstrating Capability: Showing how your product’s or service’s capabilities meet your customer’s needs
4. Obtaining Commitment: Creating the agreement to buy and closing the sale

SPIN is an acronym for the four types of questions that you will ask, in sequence:
1. Situation
2. Problem
3. Implication
4. Need Payoff

Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

SPIN Selling – https://geni.us/Ir5xu
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
📖 To Sell Is Human https://geni.us/L2EQmt
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 The New Strategic Selling https://geni.us/Zt2Z9n3
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you watched the video, record 2 MC CPD points

00:00 – Neil Rackham’s SPIN Selling
00:28 – SPIN Selling by Neil Rackham
00:54 – Solution Selling
02:17 – Selling Environment vs Buying Environment
03:06 – How to create a buying environment
03:25 – What is the SPIN Selling Framework?
03:47 – 4-step Sales call
04:30 – The definition of SPIN Selling
05:22 – S: Situation
05:51 – P: Problem
06:27 – I: Implications
07:04 – N: Need Payoff

#ManagementCourses #Sales #SPINSelling


What is Software as a Service, SaaS? …and PaaS …and IaaS
Daniel Pink: To Sell is Human
The Miller Heiman Strategic Selling Methodology
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
What is the Triple Bottom Line?
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
You Need a Sales Strategy: Which One?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
NLP Time Line Therapy: What are Time Lines?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process
Social Awareness: What is it and How to Build it
Self Motivation: What is it and How to Build it
Self Regulation: What is it and How to Build It
Self Awareness: What is it and How to Build it
What is a USP? A Unique Selling Proposition
Seth Godin: What are Tribes?
What is 360-Degree Feedback? And a 4-step Process.
What is the Starfish Model for Giving Feedback?
William Ouchi: Theory Z Organizations and Motivation
French and Raven: Social Power Bases in Organizations

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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