Improve Conversions By 15% With This Proven Sales Technique

Let’s Get You A Dream Sales Job…💼

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The Sales Lab🔬

SPIN Selling vs. Conceptual Selling

Chances are you’re already aware of Neil Rackman’s book on SPIN Selling (after all, that’s how SPIN Selling got popular in the first place). “SPIN” is an acronym for situation, problem, implication, and need payoff. The four elements a rep’s questions should entail when engaging prospects  Learn more about how this is applied in a real-life interaction here.

Should you take this method for a… SPIN?

• Dan Metcalf, Sales Manager EMEIA, Scientifica shares that using the SPIN Selling method improved his company’s conversion rates by 13%. His overall pipeline conversions also improved from 15% to 18%.

• A study by Huthwaite International found that sellers who use SPIN Selling had a 17% higher success rate than those who used other sales techniques. 

• SPIN Selling is a proven method based on 12 years of research and analysis of more than 35,000 sales calls.

Conceptual Selling: more than a concept?

The answer is ‘yes’. However, finding concrete numbers to back up this sales method is a bit challenging to put it lightly. Conceptual Selling is less about selling prospects on the actual product, but more so on the concept behind it. Storylane describes this as not selling a mobile phone as a piece of gadget, but as a tool that simplifies communicating with family and friends.

Does Conceptual Selling stack up against SPIN Selling?

While we didn’t find numbers to back up Conceptual Selling, there are a number of benefits:

• It allows sales reps to determine early on which prospects will cost the least to nurture. 

• It draws attention away from pricing (customers are less likely to check out lower-priced competitors) 

• It gives sellers room to stand out from the competition (for instance, there is a lot of room for storytelling and therefore positioning your product as unique)

Sales Confessions🧑‍💻

If you’ve had major success applying Conceptual Selling, shoot us an email and let us know what your numbers are like 🤓

Sales Freebie Vault🆓

A personal brand for sales professionals? Heck yes! 

‘Personal branding’ is one of those terms that have been thrown around the web for some time. Honestly, some of you are probably sick of hearing about it and we can’t blame you… too much. Think of your favorite brand in the world; the way you feel when you see its colors, its messaging, and the feeling you get when there’s something new going on. That’s how you want clients to feel when they do business with you.

Check out Vengresso’s Ultimate Guide to Creating LinkedIn Profiles.

The quickest way to become a one-stop sales shop

Cold emailing, cold calling, pitch decks, you name it. It’s easy to get overwhelmed if you’re not prepared. Like most things, half the battle is won if you’ve set yourself up for success. Think about it: great templates aren’t hurting your sales efforts anytime soon. 

Get a load of the 20 greatest sales templates of all time.

SALES Q&A🗣️

This week we’re looking at the best places for up-and-coming sales pros to make their bones. Also, what niches are ultra lucrative, not including SasS? Turns out there are quite a few.

Best companies to work for to develop in sales?

Read more here.

Lucrative sales career that isn’t SaaS?

Read more here.

Game Changers of the week🔥

Why you should ‘hug’ your products

Find out how an expert salesman convinced a prospect to throw their wallet at him by skillfully gushing over their own product. Sales has its share of challenges, but things get easier when you believe in your product. More importantly, when you can make customers believe in it too. 

Check out the video here.

“Activity should not be your “Northstar”

Ever heard the saying ‘There’s a difference between being busy and being productive’? For instance, you’re sending emails to a zillion prospects, and you’ve called a million more, but are you any closer to achieving your goals? Or anything at all? Everything is Sales dives into the issues of using activity as the ultimate metric; they also take a look into the root cause of this misconception. 

Listen to the episode here.

Sales Scene of the Week🎬