I think there are other things too. SPIN is a model, that’s like a method of playing the game AND any game requires skill to play it. That’s what real sales people have, sales skills.

There are plenty of sales models that will work but you need the skills to apply the model.

That’s why I focus on teaching the skills.

Regards Greg

There’s a lot out there on sales, from books to training organizations to sales training seminars. We should all be better sales people! But many do not take time to find ways to improve themselves.

In this economy, the opportunity for any advantage is key to success. The next several months will not only weed out weak organizations, but also the weak links within. An opportunity to learn from Neil Rackham himself is a real positive – and a rare one in the NY/NJ area. It should not be missed!!!!

Although foundation selling skills are still required today(know your product, your customer, your competitor, etc.), an additional layer of advanced skills are required for many companies to consistently win. For example, leveraging Web 2.0/Sales 2.0 technology (for collaboration, knowledge, communication, managing opportunities and accounts), employing competitive strategies and tactics (review the Air Force Boeing tanker deal), financial justification, political selling skills, etc.

My firm evaluates sales training programs and companies. Although Huthwaite (originally Neil’s firm) and Miller Heiman are certainly in the top tier, they are far from perfect for every company interested in improving sales performance.

It takes an objective and comprehensive assessment of a company’s (or individual sales pro’s) requirements to determine what the best approach for them should be. One size does not fit all. Many companies get this wrong. There is plenty of sales-effectiveness-related research that shows today’s overall level of sales effectiveness is dismal.

We in sales have a long way to go.