I think it's critical for sales organizations to try and remove as much "spin" from the sales process as possible. My definition of spin would be:
"SPIN: The use of bull sh*t by a) clients, b) salespeople, c) sales managers, and d) VP's of sales to (in the same order as listed) a) by clients to get rid of salespeople, b) by salespeople to get sales managers off their back, c) by sales managers to get VP's to focus on someone else, and d) by VP's to keep company owners blind and dumb to what's going on"
In my book, Consultative Closing, I call this spin process the "Mutual Mystification Ladder"...starting at the client and rolling up to the owner of the company.
A great goal for salespeople, sales managers, VP's and owners of companies would be to try and remove the spin in order to get at the reality of the situation; especially in tough economic times.
Our margins of error are small enough already, can we really afford to believe the bs spin from our sellers on prospective "clients" in the pipeline that are probably not real at all? (because they're being spun (spin, span, spun????) by the clients as well)
Removing Spin isn't easy...it starts with removing the verbal interpretation of where people may be in the buying process...this happens by identifying action-oriented Mini-Steps...then making the steps universal within the organization...then putting a percentage of close attached ONLY to mini-steps.
Then you let the CLIENT show you where he truly is in the process by his action or non-action, and not through false promises to "eventually do something with you guys".
No Spin Zones are where it's at folks...
GB












