How do you handle objections and resistance with SPIN selling techniques?

1 Situation questions

Situation questions are a great way to gather basic information about your prospects' current situation, such as their goals, challenges, resources, and preferences. They can help you establish rapport, build trust, and identify potential opportunities. However, you should be careful not to ask too many situation questions, as they can bore or annoy your prospects, especially if they are already familiar with your product or service. Additionally, you should avoid asking questions that you can easily find out from other sources, such as their website or social media. Examples of situation questions include: What are your main objectives for this quarter? How do you measure your performance against your goals? What are the biggest challenges you are facing right now? How are you currently solving or addressing those challenges? What criteria do you use to evaluate potential solutions?

2 Problem questions

Problem questions are essential for uncovering the pain points, difficulties, or frustrations that your prospects are facing in their current situation. These questions can create urgency, stir up emotions, and emphasize the gap between their desired and actual state. Additionally, problem questions can help you qualify your prospects and determine if they have a real need for your solution. After gathering enough information from situation questions, you should focus on the problems that are relevant to your solution. Examples of problem questions include: “How does this challenge affect your results or performance?”, “How much time, money, or resources do you lose or waste because of this problem?”, “How do you feel about this situation?”, “How long have you been dealing with this problem?”, and “What are the consequences of not solving this problem?”

4 Need-payoff questions

Need-payoff questions are essential for uncovering the benefits, outcomes, or solutions that your prospects are looking for. These questions help to shift the focus from the problems to the solutions, build positive emotions, and reinforce the value of your solution. Additionally, need-payoff questions can align your solution with your prospects' needs, goals, and motivations, and elicit their buy-in or commitment. After exploring the implications of the problems, you should ask need-payoff questions that focus on the needs that are most relevant to your solution. Examples of need-payoff questions include: “How would solving this problem improve your situation or results?”, “What are the main benefits or outcomes you are looking for?”, “How would you measure the success or value of the solution?”, “How would you feel if you achieved this outcome or solution?”, and “How important is it for you to solve this problem or achieve this outcome?”