SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.

Situation, Problem, Implication, Need Pay-off.

It should come as no surprise that one of the things that he discovered was that successful salesmanship means asking a lot of questions, before presenting products. This is just common sense. What would you think of your Doctor if he told you,