By means of these questions
Posted: Sat Dec 28, 2024 10:58 am
And do it not rudely "in the face", like: "Buy this - and you will be happy!", but, if possible, so that the client independently comes to the conclusion about the need to purchase this product. What is SPIN Selling? The SPIN sales method was created in the 80s of the last century by the founder of Huthwaite Inc. Neil Rackham. He proved that when closing a large agreement, conventional fan database methods do not work. The technology consists of the fact that the manager in a conversation with the client must ask questions of different types, the names of which are encrypted in the abbreviation SPIN (SPIN): Situation (situational). Problem (problematic). Implication (extractive). Need-payoff (guiding or motivating).
, and in the order they are named, the manager studies the situation to understand the visitor's needs. Then he helps the client feel that he has a problem. And only then, after understanding this fact, leads him to the opinion that it is convenient to solve it by purchasing the goods or services of this company. No pressure, no "Buy! It's better here!" The client must independently conclude the need for the purchase. Why doesn't small sales technology work for big deals? To understand why the technology of selling relatively inexpensive goods cannot be used when selling valuable products with many zeros on the price tags, it is necessary to understand how they differ.
Here it is high time to get acquainted with the study conducted by N. Rackham and his group. They analyzed in detail 35,000 negotiations between managers and clients and made two important conclusions. First, most negotiations are structured in four stages: The beginning of the meeting, introduction, first phrases of the conversation. At this point, the buyer forms an impression of the counterparty. This is an important stage, because the client's mood affects the entire course of negotiations and their outcome, and it significantly determines whether the agreement will be signed at all. Research. The salesperson asks questions about the buyer's situation and his company. He tries to gather information to determine the customer's needs.
, and in the order they are named, the manager studies the situation to understand the visitor's needs. Then he helps the client feel that he has a problem. And only then, after understanding this fact, leads him to the opinion that it is convenient to solve it by purchasing the goods or services of this company. No pressure, no "Buy! It's better here!" The client must independently conclude the need for the purchase. Why doesn't small sales technology work for big deals? To understand why the technology of selling relatively inexpensive goods cannot be used when selling valuable products with many zeros on the price tags, it is necessary to understand how they differ.
Here it is high time to get acquainted with the study conducted by N. Rackham and his group. They analyzed in detail 35,000 negotiations between managers and clients and made two important conclusions. First, most negotiations are structured in four stages: The beginning of the meeting, introduction, first phrases of the conversation. At this point, the buyer forms an impression of the counterparty. This is an important stage, because the client's mood affects the entire course of negotiations and their outcome, and it significantly determines whether the agreement will be signed at all. Research. The salesperson asks questions about the buyer's situation and his company. He tries to gather information to determine the customer's needs.