Posts Tagged ‘SPIN selling’

I read a great article last week on how start-ups can use 5 Why analysis to make sure their endeavors are on track.  It reminded me of how powerful the 5 Why technique is and why business professionals need to use it.

I hear a lot of people talking about selling solutions.  Yet, if you actually ask them what they mean by a “solution,” many struggle to provide a concise answer.  Simply put, a solution is a combination of products and/or services that help solve a customer’s problem.

If you’ve read my bio or spent any time working with me, you probably know that I am a big proponent of consultative selling.  If you are selling any kind of solution it’s a must.  After all, how can you determine a solution if you don’t use some method to understand the customer’s problem?