Doing your research, asking questions and listening to understand your customer's needs all reveal information that will help you offer solutions to solve problems or improve their situation. There are all kinds of sales programs out there, but SPIN selling is easy, effective, and proven as a highly effective basic framework for all types of business to use as a prep tool for sales calls.
How to Write a Business Plan
Why "SPIN Selling" Still Holds Relevance Today: LinkedIn by Elise Cournoyer
The sales profession has drastically changed over the years.
Thankfully, a lot of the old school techniques have evolved, clients have changed and sales professionals are now problem solvers.
However, this doesn’t mean that all of the old sales tactics have little or no value.
Ending the War Between Sales and Marketing: Harvard Business Review
by Philip Kotler, Neil Rackham, and Suj Krishnaswamy
Sales departments tend to believe that marketers are out of touch with what’s really going on in the marketplace. Marketing people, in turn, believe the sales force is myopic—too focused on individual customer experiences, insufficiently aware of the larger market, and blind to the future. In short, each group undervalues the other’s contributions. Both stumble (and organizational performance suffers) when they are out of sync. Yet few firms seem to make serious overtures toward analyzing and enhancing the relationship between these two critical functions.
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