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Try to consider your product and your offer from the customer's point of view - how it meets his needs, how it will help solve his problems. Based on this, options for developing the conversation are thought out. Analyze your experiences, including unsuccessful ones. In general, the SPIN selling technique with its emphasis on questions cannot be called universal and generally applicable, but managers conducting "long" transactions, especially in corporate commerce, must master it without fail.

This will significantly increase the likelihood of a successful outcome netherlands whatsapp phone number of negotiations and reaching an agreement to purchase. Articles by category: Articles Popular New Innovative management: tasks, principles, stages of implementation Material motivation: tasks, rules, forms Direct sales: essence, types, rules, methods used Advertising expenses: accounting features Made a 10-fold increase in sales on 144 projects Find out how SPIN Selling: How and Why It Works SPIN Selling: How and Why It Works increase sales marketing Publication date: 25.


03.2024 Author of the article - Marina Vasilyeva Author of the article : (Votes: 16, Rating: 3.94) From this material you will learn: The essence of the SPIN selling technique How Situational Questions Work in SPIN Selling Why Problem Questions Are Needed in SPIN Selling How Elicitation Questions Work in SPIN Selling The Purpose of Leading Questions in SPIN Selling The Secret to the Effectiveness of SPIN Selling SPIN Selling Frequently Asked Questions What are we talking about? SPIN selling is a methodology for gradually leading a client to a deal. It was developed by Neil Rackham in 1988, but is still relevant. It is used for complex and expensive products. How does it work? The essence of the method is four types of questions that the seller asks the client in sequence. By answering them, the potential buyer moves along the funnel to the bottleneck and ultimately makes a purchase.