Misconception #3: Overcoming objections is an essential skill
Posted: Sun Apr 20, 2025 6:28 am
During his research, Rackham noted that he often encountered representatives preparing for sales calls. One common practice was to list potential objections their prospect might throw at them. This included practicing responses and deciding how they would handle each rejection.
However, Rackham found that this effort wasn't as crucial to the sale as the reps believed. In fact, according to Rackham, prospect objections weren't a significant factor in many of the successful sales calls studied for the SPIN method. This is what Rackham said in the book:
“Skilled people receive fewer objections because they have learned how betting database to prevent objections, not how to deal with them.”
What are the advantages and disadvantages of the SPIN method?
The SPIN method is supported by vast amounts of data and has been adopted by many sales teams around the world.
However, like any sales technique, it has advantages and disadvantages.
However, Rackham found that this effort wasn't as crucial to the sale as the reps believed. In fact, according to Rackham, prospect objections weren't a significant factor in many of the successful sales calls studied for the SPIN method. This is what Rackham said in the book:
“Skilled people receive fewer objections because they have learned how betting database to prevent objections, not how to deal with them.”
What are the advantages and disadvantages of the SPIN method?
The SPIN method is supported by vast amounts of data and has been adopted by many sales teams around the world.
However, like any sales technique, it has advantages and disadvantages.