Smart Sales Pro Podcast With Michael Mason

Welcome to the Smart Sales Pro Podcast.  My name is Michael Mason and Im so excited for todays episode. Todays topic is SPIN Selling.   Neil Rackham an author, consultant and academic who's writing focuses on "consultative selling," pioneered the method as well as wrote the book titled SPIN Selling back in 1988.   Rackham has been a consultant to executives and board members at more than 40 of the U.S. Fortune 500 companies, including IBM, Xerox, AT&T, Citicorp, GE, Microsoft, Oracle and I look forward to having him as a guest on the show in the near future.   Rackhams researchers studied 35,000 sales calls in over 20 countries, spanning 12 years and found that the most successful sellers are seen by their customers as consultants or problem solvers who are working in the customers' best interest.   SPIN Selling proposes there are four types of questions. SPIN stands for : Situation Problem Implication Need-payoff Situation Questions deal with