In the past, I’ve blogged about the SPIN Selling Technique. I think this is definitely a great technique for selling, but there is one very important thing to remember. Selling sucks. Nobody likes to be sold to. Instead, the whole point of SPIN Selling, the whole point of “transacting value between two peoples” is a POSITIVE exchange of value. E.g. the result of the sale should be of MUTUAL value. So, when you find yourself in need of selling something… DO not sell it… simply see if “the exchange” would be mutually beneficial or not. The whole point of SPIN Selling, or selling of any kind, is simply to determine if you or your company would be benefited by buying this. When I SPIN Sell, I try to discover, truly with an open heart and mind, would you or your company benefit from buying this (product or service). I like to think of it like this: Would you consider my selling you this thing or service like “a favor”? If not, maybe there isn’t a match.
By the way, if you don’t believe in your product or service enough to think of it as “a favor”, you should take the time to learn more about your product and who it was built for, or else get a new job ASAP.