![spin selling and the challenger sale spin selling and the challenger sale](https://uploads-ssl.webflow.com/5de236b5d41434123cde73b3/6130a956e3f4d0f241751f36_eGJXCFKXXEFUJUfMsc8YnCZMJLWytXrt_pbmOdUiv_MP_F5aOi9q9sVzO9PfwN7aw2PGdfwbzElIZj9fQU0W3OcCVXKynyS4zj9C1xU2EwC9MBqFlEzDPJ4ae7Mf95_Jh6B0LLdD%3Ds0.png)
An odd choice for a late section, this section is all about how to open a call – and start a good relationship. How do objections arise and what can you do to prevent them? This section explains how. Features, advantages, and benefits are necessary to persuade your prospect – but how you use them matters. This section covers the main types of questions in the SPIN methodology and how to use them. Identifying customer needs is the most important stage to getting to a sale this section explains how to do it. This section covers the four ways a sales call can end. What does it take to close a deal? You need to get the right commitment.
![spin selling and the challenger sale spin selling and the challenger sale](https://image.slidesharecdn.com/challengercustomerreview-151116070829-lva1-app6891/95/ideas-from-the-challenger-customer-1-638.jpg)
And it helped to set the stage for an entire generation of sales strategies to follow it. It’s actually one of the oldest sales methodologies still in modern practice. I wouldn’t be surprised if you’ve heard of SPIN selling before – even if you haven’t used it.