One of the typical difficulties that sales managers face is the inability to interest the client. You can talk a lot and confidently about the advantages of the product. However, if the seller cannot convince the client that the product is really , the likelihood of concluding a deal decreases. This is where SPIN selling comes to the rescue.
What is SPIN Selling
SPIN selling is a negotiation tactic with a client that helps salespeople increase the likelihood of closing deals. The manager’s main task is to determine what the client nes by asking the right questions.
SPIN selling can be us in various niches. However, this country wise email marketing list method is most often us in the B2B sphere and when selling complex products.
The author of the technique, American researcher Neil Rackham, studi sales in large companies for 12 years. He came to an interesting conclusion: successful salespeople ask more than they talk. Rackham turn these observations into a universal technique of SPIN selling.
The essence of this method is that the manager asks 15 top tips to promote your website for free specific questions to the client. With their help, the buyer should see how the product can become the ideal solution to his problem. This spes up the process of closing the deal.
In his book, Neil Rackham emphasizes that communication with the client should be built on this principle. The manager asks the right questions at the right time, listens carefully to the client’s answers and gradually guides him to the purchase.
Let’s take a closer look at 4 groups of questions in SPIN selling:
Situational
This type of questions is us at the initial stage of b2c fax communication. The seller’s task is to collect maximum information about the client’s problems. The author of the method recommends using open questions so that the client shares information without prepar answers.
It is also recommend to use active listening. This way the manager will be able to identify not only the obvious but also the hidden nes of the client.