The book SPIN Selling was written by Neil Rackham and published in 1988 is a terrific book. The book emphasizes the importance of asking the right sales questions.

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

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

Putting the right S.P.I.N. into your business especially during these turbulent times can change your attitude and improve your selling results.

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

S = Shrug it off

P = Preparation and practice

I = Initiative

N = New

Let's start with Shrug it off. Right now most of the world's news is negative. In the USA the real estate market is hurting, financial markets are in chaos, and just when you think gas prices can't go any higher - they go higher. Shrug it off.

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

If the news gets you down, do something that picks you back up. If you're an entrepreneur or a professional sales representative you can't afford to be down and negative when you're working with your sales prospects and customers.

Change your routine. Exercise more. Read motivational books. Buy a book of quotations.

And stay away from negative people because it's amazing how contagious negativity can be.

Inject a little Preparation and Practice into every selling day. For example, when you're planning sales calls for the next day, you can prepare several questions in writing. While you're driving to the account practice them.

If you don't practice what you're going to say before you get to the account you end up practicing on your sales prospects and customers. Nothing could be worse!

=>> You can also prepare and practice specific parts of your planned sales call.

=>> You can prepare and practice how you will present the benefits of your products.

=>> You can prepare and practice how you'll deal with the price objection.

=>> You can prepare and practice how you'll ask for the next appointment.

=>> You can even prepare and practice how you will ask for the business.

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

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

Doing things the way you've always done things will not differentiate you from your competition. Take the initiative to learn more about personal salesmanship and selling skills. Literally - hit the books. Visit article directories such as www.ezinearticles.com and look for the best articles to help you achieve greater selling success.

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