SPIN Selling: An Introduction to The SPIN Technique. SPIN selling is a sales technique that uses a series of questions to uncover needs. What is the Goal of Questioning? to uncover needs -Implicit needs -Explicit needs. Which results in more sales? Why is that?
SPIN Selling: An Introduction to The SPIN Technique. SPIN selling is a sales technique that uses a series of questions to uncover needs. What is the Goal of Questioning? to uncover needs -Implicit needs -Explicit needs. Which results in more sales? Why is that?
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SPIN Selling: An Introduction to The SPIN Technique. SPIN selling is a sales technique that uses a series of questions to uncover needs. What is the Goal of Questioning? to uncover needs -Implicit needs -Explicit needs. Which results in more sales? Why is that?
Copyright:
Attribution Non-Commercial (BY-NC)
Available Formats
Download as PPT, PDF, TXT or read online from Scribd
Implicit need a statement of a buyers problem, dissatisfaction or difficulty with a current situation
What is the Goal of Questioning?
Explicit need a clear statement of a buyers want, desire or intention to act
Implicit vs. Explicit Needs? Which results in more sales?
Why is that?
The Value Equation
Seriousness of the problem
Cost of the Solution
Tipping the Scales
Things that dont typically tip the scales: Inconvenience
Things that can easily tip the scales:
Lost customers Competition Lost quality Inefficiency Slow response time
Implicit vs. Explicit Needs?
Telling the difference: Breakdowns are a problem when.. Ideally, interest rates would be fixed at I really need 99% reliability. Im unhappy about service delays. Im worried about interest rates rising. I want faster response times.
Implicit vs. Explicit Needs?
Telling the difference: Breakdowns are a problem when.. I really need 99% reliability. Im worried about interest rates rising. Ideally, interest rates would be fixed at Im unhappy about service delays. I want faster response times.