Human Performance Technology: the study and ethical practice of improving productivity in organizations by designing and developing effective interventions that are result-oriented, comprehensive and systemic. (Handbook of Human Performance Technology, James A. Pershing)
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How to sell almost anything…

Posted: December 3rd, 2012 | Author: Patrick Smits | Filed under: Business Performance | Tags: , | No Comments »

How to sell almost anything

Old wine in new bags. In this article Susan Adams rediscovers the SPIN methodology. I often call it the Pain/Gain methodology. And sure it works. Some principles :

  • Ask more questions than you give information
  • Listen carefully
  • Structure the call with you questions
  • Prepare, prepare and prepare
  • Know their pain
  • Help them define their solution
  • Explain them how your answer matches their wanted solution

and you most definitely increase you chances of success.

Article: How to sell almost anything