Remember that no matter what the chain of SPIN questions looks like

[mehadihasan1234]

Seller (eliciting question): “And how much can we realistically increase the productivity of this equipment?” Buyer : “Our experts have calculated that the marginal profit will hardly increase, even if we increase capacity by 20-25%.” Salesperson (eliciting question): “Is this because all the extra income will be eaten up by maintenance costs?” Buyer: “Well, yes, you understood everything correctly.” Of course, you shouldn't bring the client's mood to a crisis state, but it is necessary to identify all the problems. When the interlocutor is concerned about the voiced difficulties, it's time to move on to the next stage. Top 5 Articles That Will Increase Your Sales Sales Manager KPI Sales Department Development Plan 10 Secrets of Successful Sales Sales Manager Plan Manager's KPI The Purpose of Leading Questions in SPIN Selling This type of question is designed to demonstrate how you can help the client solve their problems. At the right moment, we formulate our sales proposal that meets the needs of the interlocutor: Seller (summing up): "It turns out that your further development is being held back by an outdated production base.


If you don't wait, but modernize now, then within a year nepal whatsapp phone number your profit will grow, and the costs will pay off quite quickly." Buyer : "That's right. I was putting off the decision until later, but your words made me think." Seller (directing): "Let's see what we can offer you. Of course, the choice is yours, and we are ready to consider various options for cooperation.


" your task is to lead the client to a purchase, and in such a way that he himself wants to complete the transaction. Read also! Why There Are No Sales: We Rule Out a Crisis, We Dig Deeper The Secret to the Effectiveness of SPIN Selling The stereotypical image of a sales representative is a person who constantly spouts phrases about the advantages of his product and listens little to the words of clients. The SPIN-selling method focuses on a fundamentally different approach. In this case, the salesperson listens more and asks questions, and the course of the conversation depends on what information he received earlier. To some extent, this technique is more difficult, since you need to be able to adapt to the interlocutor, ask questions.