In the SPIN method it is very important to cultivate strong relationships in order to explore the prospect's needs before offering your product as the solution.
The term originates from a book of the same name that was published 30 years ago. To publish the “SPIN method,” Neil Rackham studied more than 35,000 sales calls made by 10,000 salespeople in 23 countries over 12 years. His findings refute many common beliefs about what drives a sale, such as using open-ended questions and describing the benefits of a product to increase interest.
According to the findings, when it comes to selling high-value products, many of these golden rules do not apply.
From this analysis, Rackham built a method called SPIN. It is a sales methodology focused on asking prospects the right questions at the right time. This requires active listening. That is, you must make an effort to deeply understand what the other person is saying. Combined with pointed questions, the sales rep can determine how their product will solve their prospects' problems. In this article, you will learn:
What is the Spin method?
The SPIN method focuses on one basic principle: sales reps need to ask pointed questions at the right time. It is also important to note that these questions must follow a specific sequence for the method to be successful.
If the techniques are applied correctly, the SPIN method overseas chinese in worldwide data helps to highlight common themes and problems that a customer may be having. It also helps to determine the context of the current situation and identify the problems that lead the prospect to seek a solution. It is important to point out the prospect's pain points and the costs of the problems detected. In addition, you should relate your product to the rewards (benefits) that your prospect will get by solving their problems.
This gives sales reps the opportunity to position your product as a viable solution. With this encouragement, the prospect comes to the conclusion that your product can help them, which makes it easier for the rep to close the deal. But not only that, it also helps increase the average price of the product you sell. The bigger the pain points, the more willing the prospect will be to pay for a solution.
How does SPIN work? The questions used in the SPIN technique fall into four key areas:
Situation: Questions about the way your client operates on a day-to-day basis, their processes, tools, objectives, responsibilities, etc.
Problem: Questions regarding the challenges the prospect is currently facing. This stage is perfect for educating the customer about the size of the problem. You need to first understand their perception of the problem and then ask questions that challenge their perspective. These questions help them understand the problem more deeply. This allows reps to focus on their specific needs.
