How to Ask the Right Questions for Federal Sales (SPIN)
In today's LinkedIn LIVE session, Neil explains how to ask strategic sales questions that :
- result in useful information to advance your federal government contracting
- help build relationships based on a clear understanding the federal buyer's needs
Watch the video for numerous examples of how to use this technique.
Salespeople who bring a SPIN selling approach to business development ask thoughtful questions specific to federal contracting and the process leads to better understanding of the Situation, Problem, Implication and Need of the federal buyer.
Neil Rackham introduced this SPIN selling strategy in his book, SPIN Selling: Situation Problem Implication Need-payoff (1988, McGraw-Hill )
Are you using your sales meetings as relationship-building opportunities?
If you arrive already prepared with your solution, you miss the opportunity to really understand your customer's current challenges from their perspective.
GovCon Chamber
Neil McDonnell | President
Co-Founder GovCon in a Box
Neil brings 20+ years experience as a small business federal contractor, personally winning and supporting numerous government contracts for the US Army, Navy and Air Force, HHS, VA, DOT, DOI, DOE, the Executive Office of the White House and numerous large prime contractors.
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We are committed to helping small business owners build strategic relationships with federal buyers and potential teaming partners that lead to federal contracting revenue.
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