Comments for SPG Blog http://sageportfoliogroup.com/blog Sage Portfolio Group's Official Blog Wed, 02 Feb 2011 10:54:40 +0000 http://wordpress.org/?v=2.9.1 hourly 1 Comment on SPIN Selling by Yesterday http://sageportfoliogroup.com/blog/2009/08/spin-selling/comment-page-1/#comment-69 Yesterday Wed, 02 Feb 2011 10:54:40 +0000 http://sageportfoliogroup.com/blog/?p=294#comment-69 In 2005, Rackham wrote in a book called "Selling is Dead" that "For some years I've felt that classic selling skills models … rely too heavily on selling solutions to problems....What is needed is an approach that encourages discussion of opportunities much earlier in the sales process." The problem with SPIN is that many people mis-use it. They look for problems and "push the bruise" to create pain. A better way, as Rackham notes, is to look for opportunities as well as problems. The SHAPE process in the book Smarter Selling (2007) is a better approach for uncovering value. In 2005, Rackham wrote in a book called “Selling is Dead” that “For some years I’ve felt that classic selling skills models … rely too heavily on selling solutions to problems….What is needed is an approach that encourages discussion of opportunities much earlier in the sales process.”

The problem with SPIN is that many people mis-use it. They look for problems and “push the bruise” to create pain. A better way, as Rackham notes, is to look for opportunities as well as problems. The SHAPE process in the book Smarter Selling (2007) is a better approach for uncovering value.

]]> Comment on My Best Self by Janet Frood http://sageportfoliogroup.com/blog/2010/07/my-best-self/comment-page-1/#comment-63 Janet Frood Wed, 21 Jul 2010 22:36:46 +0000 http://sageportfoliogroup.com/blog/?p=338#comment-63 Makes me wonder about intentionality. Are we closer to our best selves when we pause, reflect and get intentional about our goals and objectives. Without clarity of intention I think we tend to be more reactive and influenced by forces outside our selves and react. Once that cycle begins it's so hard to stop. A great pondering message Melanie. Thanks. Makes me wonder about intentionality. Are we closer to our best selves when we pause, reflect and get intentional about our goals and objectives. Without clarity of intention I think we tend to be more reactive and influenced by forces outside our selves and react. Once that cycle begins it’s so hard to stop. A great pondering message Melanie. Thanks.

]]>