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- “Customers just don’t see why we’re worth a price premium.”
- “Many of our sellers come from a technical background, so they talk about technical features instead of exploring the client’s business issues.”
- “We need skills that give us a common language and success measures throughout the business.”
- "We need an approach that goes beyond training – we want to improve the quality of our customer experience.”
SPIN® Selling Skills promotes a set of essential verbal skills that gives sellers the ability to uncover and develop needs, and make high-impact benefit statements. Described by one client as “the only way to approach B2B selling,” these behaviors require sellers to move away from product-driven sales pitches and inflexible scripts to engaging in customer focused, value-driven, consultative sales conversations.