The book has ranked as publisher McGraw-Hill’s best-selling business book of all time, and there is much to be learned from his unique, proven approach to the sales process.
The SPIN in SPIN Selling stands for Situation, Problem, Implication, Need, and Payoff. These stages of a sales pitch will help you get to know your targeted lead to sell your product or service effectively.
Each stage requires you to ask a prospect the right questions to hone in on their needs. When you do this correctly, your product or service essentially sells itself as the customer realizes the shortcomings of their current process. Here’s how to put this technique into practice.
The most persuasive selling techniques are incredibly personalized. There is no one-size-fits-all script when it comes to sales. While the steps of the SPIN selling process might be the same from client to client, each client’s answers will shape your overall approach as you go along.
Although you can do your research beforehand to make this process easier, these SPIN selling techniques will require improvisation and quick thinking. The key to the SPIN process is being a good listener and believing in the power of your product or service. The rest is just asking questions.
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Coach Dave
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