Recently, when we search on Google for sales methods, a methodology called SPIN Selling appears, do you know what it is?
In short, SPIN Selling aims to create new sales approaches for each type of customer, based on their needs and challenges.
This methodology is increasingly being proven in different companies, both for simpler and more complex sales.
In this article, we will explain what SPIN Selling is, what the steps are, how to apply it, and its relationship with Inbound Marketing. Check it out!
Meet SPIN Selling
Created in 1980, SPIN Selling is a sales methodology developed by Neil Rackham, after he became frustrated with the sales models existing in companies.
The objective is to reinvent the approach to the sales process and use four factors to carry out this restructuring in companies across all sectors, but mainly in the technology and B2B segments.
The factors used in this process are concentrated in four types of questions that the company asks to qualify a potential lead .
The methodology is being increasingly used in the commercial sectors of companies so that more sales can be closed.
After all, SPIN Selling tries, as much as possible, to discover the buyer's main needs and what their situation is.
SPIN is the acronym for Situation, Problem, Implication and Need-Payoff. In other words, through questions, the company can increase the sales rate by understanding what the lead wants.
Next, understand how the SPIN Selling steps work:
SPIN Selling Steps
With SPIN Selling, the sales methodology has been transformed. It is now possible to understand more realistically how complex sales are made and, thus, help the sales team to increase the company's profitability.
In SPIN Selling, salespeople choose the best questions to ask during the negotiation process.
This way, instead of presenting the product or service all at once, the seller estonia phone number data uses the customer's pain points, needs and current situation to make them understand that they need what is being offered.
This is one of the biggest differences in the methodology studied for years by the creator.
But do you know how SPIN, the basis of this new approach, is used? Find out below.
Situation or Situation (S)
The first step of this methodology is to understand the situation of the lead, collecting information about them, in order to design a plan until the sale.
Some examples of situational questions are:
How is your business currently?
How do you reach your customers?
What types of tools are used in your prospecting?
Problem or Problem (P)
Here, you must investigate and help your future client understand what their biggest problems, difficulties or challenges are. This way, you can get to know them better and direct them to your product or service.
Some examples of problem questions are:
Do you know where the bottlenecks are in your sales funnel?
What are the biggest challenges your employees face?
Do the products/services you offer meet the needs of your customers?
Implication or Implication (I)
When you have the lead's main problems or situations, you need to show that there is a solution for each of them. And that, if the solution is not used, the difficulty may increase, with other consequences.
Some examples of Implication questions are:
How to grow your sales without qualified leads?
What could your company's expenses be without the right strategies?
Do you know how many leads start in the sales funnel and how many close the cycle?
Need for Solution or Need – Payoff (N)
The last step of the SPIN Selling methodology is to demonstrate what the situation would be like if the lead agreed to purchase the company's solution. However, for this to be successful, the lead must reach this conclusion on their own.
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