If your team has never us SPIN Selling techniques to make sales, it will be quite challenging at first, but not impossible . It is true that in the beginning, salespeople will have a little more difficulty and may even get lost when approaching the lead.
But don’t worry! After all, you can use this methodology to train your sales team to correctly apply all categories of questions at each stage.
In this topic, you will learn the concept of the 4 questions that are part of SPIN Selling and see examples of questions bahrain phone number library you can apply in practice when making your negotiations. Let’s go!
1. Situation Questions (S) 4 Steps
In this first step, you will gather data and information about the potential client’s current what are process and project situation. In other words, the objective of the situational questions is to understand the scenario in which the client’s business is involv.
The idea here is not to overwhelm the lead with questions. After all, it is essential that in the first conversation the salesperson already knows some information about the potential customer. This way, it will be possible to ask more contextualiz questions.
It is worth remembering that at this stage the questions are more generic. However, it is very important to collect data that will help you in the next steps of SPIN Selling.
2. Problem Questions (P)
This is the time to identify the lead’s difficulties . Bas on the information extract from be numbers situational questions, salespeople ne to be efficient enough to indicate and make the lead understand what the problems are, which perhaps they didn’t even know exist.
Therefore, your company’s sales team must guide the potential customer so that they understand what their challenges, pain points and dissatisfactions are. It is extremely important to focus on questions that will lead to a solution being present later.