SPIN® -Selling Quotes

“For the rest of your life you honestly believe it was your mixture which caused the recovery.”
― Neil Rackham, SPIN® -Selling

“Put yourself in the shoes of an eighteenth-century country doctor. You’re treating a very ill patient. You’ve tried everything, yet nothing seems to work. So, in desperation, you put together a mixture of herbs and potions. Your patient takes the mixture and recovers. Eureka! Your medicine works, you’ve found a miracle cure. What you don’t see, in your enthusiasm, is that the patient was getting better anyway.”
― Neil Rackham, SPIN® -Selling

“benefits – as we define them – involve showing how you can meet an explicit need which the customer has expressed. Unless the customer first says, ‘I want it’, you can’t give a benefit. It’s no wonder that customers are most likely to express approval when you show you can give them something they want.”
― Neil Rackham, SPIN® -Selling