The SPIN sales method arose from the difficulty of companies to sell more . With competition increasing and customers becoming more informed , the market has become a source of constant disputes. In fact, 9 out of 10 companies say that their industry has become more competitive in the last three years more deals .
If you want to close more deals and boost the success of your business, it is essential that you know the different types of sales techniques and the advantages of the SPIN method as a sales methodology.
5 steps to implement this technique
Rackham created the methodology after collecting data from 35,000 sales calls about products and services made by his consulting team. With this data in hand, he scientifically analyzed what influences decision-making in the sales process .
From there, he set goals for each part of the more deals interaction, with questions reps can ask customers to increase their sales rate .
What is the SPIN sales technique used for?
The SPIN method is key to smart selling. Thanks to the questions asked in each of its phases, this technique allows you to belgium telegram phone number list build trust with customers, qualify
leads, identify customer needs and expectations to optimize a business’s conversions to the maximum.
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Although the SPIN method is several decades old, it is a technique based on human nature and therefore, even if sales channels change, the method does not lose its validity. The SPIN sales technique provides concrete benefits throughout the sales funnel . Take a look!
It serves to build better relationships
A study published in Harvard Business Review (HBR) revealed that positive interactions in the workplace stimulate the production more deals of oxytocin , a hormone responsible for generating empathy between people.
Based on active listening, the SPIN sales technique causes salespeople to genuinely care about the customer’s needs . By being curious and open to conversation, they create a space for mutual success.
That is, salespeople listen to customers’ complaints and figure out how to best help them resolve them. If they can’t do that, they’ll be 1000 mobile phone numbers honest and move on. They won’t try to sell something that doesn’t make sense to the person . This, by the way,
2. It serves to obtain context and qualify potential clients
The first stage of the SPIN selling technique aims to establish the buyer’s current situation . By gathering useful information, such as the tools a person already has and how often they use them,
When selling a product, you need to know if your lead is a quality lead. To do this, it is essential to know how important the problem or situation your product solves is to them. For example.