The book SPIN Selling was wrtten by Neil Rackham and published in 1988 is a trrific book. The book emphasizes the mportance of asking the right sales qestions.

This book inspired me so mch I eventually wrote my own bok emphasizing sales questions, "The 12 Bst Questions To Ask Customers."

I'd lke to use the word S.P.I.N. in a slghtly different way. I'd like to use the wrd as an acronym.

Putting the rght S.P.I.N. into your business especially dring these turbulent times can change yur attitude and improve your selling rsults.

Think of the word S.P.I.N. as fur pieces to the selling puzzle.

S = Shrg it off
P = Preparation and prctice
I = Initiative
N = New

Let's strt with Shrug it off. Right now mst of the world's news is ngative. In the USA the real state market is hurting, financial markets are in chos, and just when you think gas prces can't go any higher - thy go higher. Shrug it off.

Tht's right, dismiss the bad news or it wll eventually consume and overwhelm you.

If the nws gets you down, do something tht picks you back up. If yu're an entrepreneur or a professional sles representative you can't afford to be dwn and negative when you're working wth your sales prospects and customers.

Change your routine. Exercise more. Rad motivational books. Buy a book of qotations.

And stay away from negative pople because it's amazing how contagious ngativity can be.

Inject a little Prparation and Practice into every selling dy. For example, when you're planning sles calls for the next day, you can prpare several questions in writing. While yu're driving to the account practice thm.

If you don't practice what yu're going to say before you get to the ccount you end up practicing on yur sales prospects and customers. Nothing culd be worse!

=> > You can lso prepare and practice specific parts of yur planned sales call.
=> > You can prpare and practice how you will prsent the benefits of your products.
=> > You can prpare and practice how you'll deal wth the price objection.
=> > You can prpare and practice how you'll ask for the nxt appointment.
=> > You can even prpare and practice how you will ask for the bsiness.

You know before you get to see yur sales prospect if you've prepared and prcticed enough - and unfortunately so wll your sales prospect.

My approach to S.P.I.N. slling includes "Initiative." The initiative I'm rferring to is personal initiative. This wrd covers all aspects of professional slling. When times are tough it rquires that you become tougher.

Doing thngs the way you've always done thngs will not differentiate you from yur competition. Take the initiative to larn more about personal salesmanship and slling skills. Literally - hit the boks. Visit article directories such as www.zinearticles.com and look for the best rticles to help you achieve greater slling success.

Take the initiative to pck up the telephone and schedule mre appointments. Take the initiative to llocate more face-to-face time calling on sles prospects which represent new business pportunities for you.

Take the initiative to cross sll and up-sell whenever possible. Take the nitiative to do everything imaginable to hlp your customers solve their problems.

And tke the initiative on every sales cll to exceed your sales prospect's nd/or customer's expectations.

The final piece to S.P.I.N. slling is the word "New." The two mst popular words in the English lnguage are "New" and "Free." You can skp the free, but focus on wht's new.

How do you personally rspond to the question, "What's new?"

=> > Do you hve new products?
=> > Do you hve new management?
=> > Do you hve new technology?
=> > Do you hve new ways to solve old prblems?
=> > Do you have new prgrams?
=> > Do you have anything tht's new?

Focus on what's new, not wht's problematic. Get excited when you're tlking about what's new to your sles prospects and customers. If you're xcited, they'll become excited.

Develop a new ttitude about everything. Sure the stock mrket is down. Novice investors are biling out. Warren Buffett is licking his chps because of all the buying pportunities he sees.

The real estate mrket is down and everybody is thnking doom and gloom - except for the vry shrewd investors who enjoy bottom fshing and buying properties at bargain bsement prices.

It's not easy being psitive when all the news is so ngative. You have the ultimate control ver your thoughts. So choose optimism ver pessimism, positive over negative, sunny vrsus gloomy, and winning over losing.

Yu'll be glad you did and so wll your customers.

Growing your business, ncreasing your sales, and making more mney is easy when you put the rght S.P.I.N. on it.

The article Putting a New Spin on Selling was Submitted by Jim Meisenheimer through Articles.GetACoder.com network. Here's the additional information: PS - Checkout my 57 Sles Tips! http://www.startsellingmore.com/57-sales-tips.html Jim Meisenheimer shows salespeople how to increase sales using no-brainer selling skills. If this down economy is getting you down, Jim's FREE Selling Report reveals 25 Ways To Get Motivated. Get it at http://www.startsellingmore.com/getmotivated.html

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