You might have come across people who hold on to their old phones till it breaks. The insights gained from this stage will help you immensely when presenting your solution to clients later.

To quote "SPIN Selling" "…effective planning takes you more than half way to effective execution". Take note of these minor giveaways—you’ll need them later.
The same logic applies to sales since salespeople are essentially managing their relationships with prospects when making deals. Don’t spend too much time here. Learn to sell. The problem I have with the model is that not all sales are based on logic and objectivity. When practicing SPIN selling, reps ask questions that fall into these categories during the different stages of the sale. More experienced salespeople tended to ask more problem questions and to ask them sooner. Do you think it can be a competitive differentiator? This implies that both needs to be treated differently. Be wary of faux commitments like requests for proposals or product brochures. SPIN Selling strategy would contend that the purpose of the opening is to gain the buyers agreement to ask questions (this is establishing rapport) , to establish a buyer-centered purpose (most important) and communicate who you are and why you are there. Same is the case with most of the businesses that don’t think about a solution until they have a severe problem to address that threatens their business. Asking for commitment at this point should not be a problem if you asked the right questions.

Adding value makes sales more persuasive without feeling pushy. This is not surprising, I well remember the quote, (but not the author), that says:People do not buy from salespeople because they understand their products but because they felt the salesperson understood their problems. These problems are a dime a dozen in the life of a sales rep. In Huthwaite's work with Xerox Corporation, they proved that in the absence of follow-up coaching and reinforcement, 87% of the skills change brought about by even the best sales training is lost.

The SPIN Selling Approach. The more personal your topic is, the faster your prospect will warm up to you. Likewise, SPIN Selling is based on asking questions and there is a very large difference in the effectiveness of a question depending on how it is phrased. Larger, complex sales are different. Explore social media channels (e.g., LinkedIn, Twitter, Facebook) to uncover potential conversation starters. It’s also more important than ever to demonstrate expertise.

At the opening of any sales call you need to develop Rapport with the buyer. However, back then, reps were taught to dominate conversations and convince prospects through hard-selling—the total opposite of the SPIN selling method.


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