Preparation and Delivery How Situational Questions Work in SPIN Selling
Posted: Mon Jan 06, 2025 5:57 am
Rackham showed that the standard listing of product advantages, working with objections and other techniques are not always effective, especially if an expensive product is offered. Instead, an original approach was proposed, when a manager from a salesperson turns into a personal consultant of the client, capable of understanding his true needs. Customer needs Source: shutterstock.com According to Neil Rackham, the core of SPIN selling is building trusting relationships, and to achieve better mutual understanding, you can't do without a chain of questions. By asking them, the manager helps the client, but at the same time achieves his goal, selling the proposed product. According to Rackham, there are two types of sales: transactional and consultative.
In transactional sales, an intermediary in the form nepal whatsapp phone number of a manager is not needed. For example, this is how most electronic commercial transactions are carried out. In the consultative model, everything is determined by interpersonal communication, and the salesperson is able to influence the client's opinion. The SPIN technique is aimed at increasing the effectiveness of consultative sales.
Read also! Effective Presentation: These introductory situational remarks are intended to establish contact and find common ground between the interests of the seller and the buyer. The further course of the conversation depends on the answers to such questions, so there is no single scenario for negotiations in SPIN sales. At the beginning of the meeting, the manager must capture the client's attention and direct his thoughts towards the area where a deal could take place.
In transactional sales, an intermediary in the form nepal whatsapp phone number of a manager is not needed. For example, this is how most electronic commercial transactions are carried out. In the consultative model, everything is determined by interpersonal communication, and the salesperson is able to influence the client's opinion. The SPIN technique is aimed at increasing the effectiveness of consultative sales.
Read also! Effective Presentation: These introductory situational remarks are intended to establish contact and find common ground between the interests of the seller and the buyer. The further course of the conversation depends on the answers to such questions, so there is no single scenario for negotiations in SPIN sales. At the beginning of the meeting, the manager must capture the client's attention and direct his thoughts towards the area where a deal could take place.