SP(I)N Selling

Truly, the whole world Survives by selling something

Sales essentially are dependent upon the boldness of the sales person and not on the attitude of the prospect.

There are multiple methods followed by different industry today to get into the end sale.

While a company puts forth transformed training approaches for the team, the critical prerequisite is for generating income without which no one will survive.

There are many prominent methods to reach up to end deal like

LOCATE

FAB

SELL    

and the list goes on…

Different companies approach different methods and Train their Teams accordingly.

In The methods, SPIN Selling is also another prominent ones and would like to take you through the details today!

On My Recent conversation with a very successful CTO, the Topic of SPIN Selling Popped up and he apparently believed in this Sales Model religiously (oops sorry he is an Atheist)

I could clearly envisage the in-depth knowledge and acceptance he had on this Selling Method.

Here it Goes…………..

Telling is never Selling, Questioning Is the biggest Quality a Sales person should own and SPIN Selling is all about that!

SPIN

S – Situation

P – Problem

I – Implication

N – Need

Above states that the sales professional on sales call must be asking Questions related to the above cited Topic to the business and thereby generates want for the solution/ product he is selling.

Situation Questions

These Questions are the entry ticket towards your final closure.

Very Critical point of conversation, if you fail here you wouldn’t be able to take it forward.

This will help to build the conversation further and keep it Live.

This is about Getting Facts of the company.

This would be done effortlessly if the you have done the prior homework about the company before the call is initiated.

Relevant rule of sales goes that never go meet a client without prior homework.

Problem Questions

While it is stated as problem question, the answer to it should be a solution which can be provided by the product/ service you sell.

This would help to Analyze/ Probe into things which are a hindrance for the company and your product/ services can address the same.

This discussion is important to pitch in your product/ services or rather this part should be the most elaborate part of conversation, this is where the actual dialogue takes place.

But while you do that, be careful in what you ask! Should not backfire!

Implication Questions

This would be the addition of PQ, wherein your role is to carefully put forth the effects of the P Q and inspire the business to buy your product/ services.

Need-Pay off Questions

Now you are in the Final stage, wherein you make the client explain the benefits of your product/ services and support their current challenges.

Would like to end the discussion with the words of Zig Ziglar

“Stop Selling, Start Helping”