If you are heavily involv in sales in your company, you have probably heard about the SPIN method. However, if you are reading this, it is because you want to delve deeper into the subject.
Did you know that 70% of purchasing decisions are made to solve a Everything you particular problem? But if closing a sale was that easy, there wouldn’t be countless articles, books, and seminars on how to do it. No two sales scenarios are the same, and neither are any two customers . Salespeople ne to cut through the clutter and get to the heart of what a customer really nes, and that’s where the SPIN method comes in.
The SPIN method teaches the same lesson as a GPS: the best way to get where you want to go is to ask . Instead of figuring out how to get there, you throw away the paper maps, rough estimates, and wrong turns. And just ask for help.
This simple action makes
A your path completely clear. In this case, the path is to convert a potential customer into a customer.
TABLE OF CONTENTS
What is the Spin method
The SPIN Method vietnam telegram data History and Development
SPIN Sales Questions
1.- Situation questions
2.- Questions about problems
3.- Implication questions
4.- Questions of necessity
What is the Spin method
Before we get into the specifics of the
SPIN method, the basics ne to be establish. This section will provide you with a brief overview of SPIN selling, including its purpose, history, and development.
The SPIN Method is a sales book written by Neil Rackham, first strategies to influence consumer behavior publish in 1988. In this book, Rackham sets out the SPIN method, a sales technique creat to help anticipate and navigate difficult sales situations. The SPIN method is bas on four types of questions; four categories give it its name:
Situation.
Problem.
Implication.
Ne to be resolv.
Simply put, the SPIN method is a sequence of questions – not phone database prefin questions to be quot verbatim, but types of questions to be ask in a particular order . During a sales call, a salesperson opens with situational questions, moves on to problem questions, etc.