SPIN Selling by Neil Rackham

My Notes on “SPIN Selling” by Neil Rackham:Spin

The difference between small and large sales

  • Define Small Sale: Is a sale which can normally be completed in a single call and which involves a low dollar value.
  • In selling consumer goods product knowledge makes all the difference.  But in large sales it can prevent success because the customer won’t see enough value to justify so large a decision.
  • Customer hesitation when deciding about a large sales isn’t so much about the product as entering a relationship.  You will have to work with the seller over a period of some months rather than just buy the item and walk out the door.
  • In small sales the customer can afford to take more risks because the consequences of mistakes are relatively small.


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