The classic sales strategy to make any phone call, a damn good one.
S P I N
Whats the spin technique and how you can you use it to close more clients. Let’s go.
S P I N
Whats the spin technique and how you can you use it to close more clients. Let’s go.
S - Situation
Whats your buyers current situation? What does the clients processes look like? What tools are the currently using?
What’s their situation? Dig! Don’t over use situational questions, but ask enough, to get the picture and build rapport.
Whats your buyers current situation? What does the clients processes look like? What tools are the currently using?
What’s their situation? Dig! Don’t over use situational questions, but ask enough, to get the picture and build rapport.
P - Problem
What problems are they facing? Whats been holding them back?
How long does it take for XYZ to happen?
Who usually has to deal with the problem?
Discover their difficulties and dissatisfactions.
Help the prospect realize theres a problem, and find the pain.
What problems are they facing? Whats been holding them back?
How long does it take for XYZ to happen?
Who usually has to deal with the problem?
Discover their difficulties and dissatisfactions.
Help the prospect realize theres a problem, and find the pain.
I - Implication
How has the problems with your system affected your team?
Has having clients wait affect your teams ability to respond to client calls?
Implication= consequences, effects or impacts.
Show that the problem is a much larger concern then initially thought.
How has the problems with your system affected your team?
Has having clients wait affect your teams ability to respond to client calls?
Implication= consequences, effects or impacts.
Show that the problem is a much larger concern then initially thought.
N - Need-Payoff
If you could decrease the number of missed prospect calls because of XYZ, how many additional sales do you think you could make in a year?
How much time could you save if you used a service that looked after these misses?
Show the high probability of payout.
If you could decrease the number of missed prospect calls because of XYZ, how many additional sales do you think you could make in a year?
How much time could you save if you used a service that looked after these misses?
Show the high probability of payout.
The Spin Technique will never let you down. What strategies are you familiar with and that you use if any?
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