In addition to all the tips in this article, you can also count on the help of a Digital Marketing Agency to assist you in the process of structuring SPIN Selling techniques.
1. Know your leads
You don’t need to wait for your first conversation or meeting with a potential client to find out some information about them. With a little research and using technology to your advantage , you can get to know your leads in advance.
The more information you can get about your leads, the easier it will be to identify brazil phone number library problem, understand the market they operate in and the scenario they are in. This way, you will be able to build a much more convincing speech that is targeted to the lead’s needs, allowing you to offer the right solution.
2. Avoid creating too many questions commercial proposal
Asking your leads a ton of questions is not the ideal way to convince them that they need your the style and symbolism of or service. What you need to do is create accurate questions that fit into each phase of SPIN Selling.
Create a spreadsheet of questions for each SPIN moment and test it with your closest and most engaged leads . See which questions give you a positive return to stay on your list and which ones aren’t as effective and you can discard.
3. Follow the SPIN Selling sales cycle
If you are unable to complete the SPIN cycle in the first approach, do not skip steps in the process just book your list present your proposal. This may cause objections to arise regarding your solution, as the client will not yet have truly understood its value.
Therefore, it is important to follow the SPIN Selling sales cycle so that the customer sees value in your offer and concludes that your solution is the most suitable to solve their business problems.
4.
The main purpose of SPIN Selling techniques is to show potential customers that their needs can be met with your solution. After all, if they don’t understand that what you’ve offered can help the company, they’ll be unlikely to make a purchase.
Therefore, your role as a salesperson is not just to praise the product or service that your company offers, but to make it clear that it is capable of solving the customer’s difficulties.
Now that you understand the potential client’s scenario, their expectations and that they have understood that your solution is the most plausible, it is time to create the commercial proposal according to the lead’s needs.