So, let’s learn together 5 tips to put Spin Selling into practice in your business to increase sales and, Selling emerge ? What is SPIN consequently, your company’s revenue?
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What you will learn about Spin Selling:
How did the Spin Selling Concept come about? Selling emerge?
4 Steps of SPIN Selling
5 Tips for Putting SPIN Selling into Practice
Time to Apply SPIN Selling Techniques Selling emerge?
What is SPIN Selling?
SPIN Selling is a methodology based on 4 questions : Situation, Problem, Implication and Need, which form the acronym “SPIN ”. From these questions, it is possible to identify, together with the client, what are the main problems, challenges and difficulties faced, What is SPIN and what is the best solution to solve them.
To do this, you simply need to ask the right questions to the potential customer according to each stage of the SPIN . This way, in addition to understanding their needs and helping them more easily, you also allow them to avoid or overcome possible objections that may arise regarding prices, processes, deadlines, among others.
In conjunction with other strategies such as Inbound Marketing , SPIN Selling techniques will help salespeople create template plans for convince leads or potential customers that your solution is the best option to solve their problem.
Therefore, the idea is to guide the professionals who are part of your sales team on which be numbers should be asked during the sales process with the intention of increasing the sales conversion rate.
How did the concept of spin selling come about?
How did the concept of SPIN Selling emerge?
The term SPIN Selling is not very new, What is SPIN but it is still applicable and efficient in bringing good results. The first time the term appeared was in 1988 in the book “Achieving Excellence in Sales — Spin Selling” , by author and psychologist Neil Rackham.
Through research into sales techniques and approaches, Neil analyzed 35,000 sales calls in more than 20 countries and concluded that the best results were achieved by salespeople who asked more questions.