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The SPANCO method is an acronym for Suspect, Prospect, Analysis, Negotiation, Conclusion, and Order.
SPANCO describes the process of transforming a prospect into a customer through the 6 phases of the
sales process. It is a very useful sales technique for mastering your sales process and increasing your
conversion rate.
It's a very easy technique to follow to steer your sales process before the end
goal: conversion. It is in a way a roadmap for the entire sales team so as not to
skip steps and better support your prospect in the sale.
At each step of the SPANCO method , you must take stock of your prospect's
situation and act accordingly. It also allows the establishment of performance
indicators at each stage to identify weaknesses in your sales process.
Indeed, if at the beginning you will have to learn a lot about your prospect to
answer all his questions ... In the end you will have to act rather like a real
advisor to create a bond of trust.
Definition of SPANCO
You'll understand SPANCO is an acronym for S uspect, P rospect, A nalysis, N
egotiation, C losing and O rder Ongoing.
Suspect : define the ideal target and build a qualified customer file
Prospect : the lead is identified and must be contacted using suitable
prospecting methods to obtain an appointment.
Analysis (approach) : The discovery and in-depth analysis of your prospect's
needs. This phase is crucial and prepares your future argument.
Negotiation : it is the moment of the commercial offer, your argument must
make it possible to demonstrate that your solution is the best to meet the
prospect's need.
Conclusion : It is now necessary to conclude the sale, you must explain to him
the last important modalities (deadlines, conditions of sale)
Purchase order (order management): the contract is signed! But this is only
the beginning, you must finally follow the process until delivery and ensure
that your customer is satisfied.
You will agree, so you have a long list of suspects, yes, but not necessarily a
qualified list.
Your first job will be to conduct the survey to qualify this base.
You need to know your target inside out: who is really going to be interested in
your product? What are their needs, their concerns?
We can draw a parallel with the work of qualifying your ideal client via the buyer
persona. These fictitious people that you are going to imagine will help you
recognize your real targets and therefore prospects.
Prospect: use the right means of contact
The sales team was able to determine a list of contacts. The goal now is to get a
meeting with your prospect.
Phone calls
a prospecting e-mail
A connection
Social selling
At the end of the interview, you can send content capable of answering any
doubts the prospect might have expressed. This could for example take the form
of a customer testimonial or a video demonstration of the product.
This one must make the difference and show your strength compared to another
product.
Finally, if you feel, for example, that the issue of price is the weak point of your
pitch, why not offer an introductory offer to allow your prospect to test you over a
short period of time? Be creative and know how to adapt!
Even if your prospect is convinced , there are still a few details (and not the least)
on which you must agree and which are part of your commercial contract:
You can encourage the customer to continue (and sign, therefore) by accurately
describing the next steps in the buying process.
You need to follow the sale and not be shy about measuring customer
satisfaction at the end of it.
This is where the sales process ends but where the trusting relationship with your
customer begins.
SPANCO covers all stages of qualifying a prospect for sale. It is a real roadmap.
Thanks to this process, you can identify precisely what work should engage your
Sales team. For example :
SPANCO is particularly useful and can be applied for any type of sale.
So, have you identified the different phases of selling your product? Have you
prepared the right arguments for each phase?