SPIN makes you WIN...

 (Credit - https://www.freepik.com/)

  • Are you facing problems while making sales pitch?
  • Have you experienced that the current sales pitch is not working?
  • Have you faced the problem of not getting the expected response from prospects?
  • Do you want to make your cold call conversation engaging?
  • Do you want to close more deals?
  • Do you want to extract more data through prospect conversation?

All the people who are working in the sales domain face these issues. For the last 2 years, I am also working in sales facing the same problems but trying to find out the solution to them. I started following sales-related YouTube channels from there I got to know about SPIN's selling technique.

SPIN Selling is a method with the help of it you can make your prospect conversation engaging and insightful as well.

This selling skill is majorly focusing on asking questions to prospects due to which that prospect will also take an interest in the product which that salesperson is trying sell.

SPIN stands for

  • S - Situation
  • P - Problem
  • I - Implication
  • N - Need-pay off

These are the types of questions that you need to ask during pitching your product.

 

S - Situation - These questions give an idea about the background and collect data. 

This situation-based question plays an essential role in starting an initial conversation. Through these questions, you will get to know the current situation of that prospective business.

 Examples-

  • Currently which software your company is using?
  • How many sales your company does in 1 year?
  • Have you planned any budget for this product?
  • How are you managing these activities?
  • Who is taking the product purchasing decisions?
  • How much is your company's volume?
  • Since How many years you are in this business?

(Use specific and few situation questions for creating a conversation base, more questions may cause irritation to the prospect)

 

P - Problem - These questions uncover the problem.

These Problem questions give actual information about the prospecting problem. With the help of these questions, you can propose the right solution in front of a prospect. Through these questions, you make highlight problems.

Examples -

  • Are you satisfied with your current software?
  • Do you have any quality problems?
  • Is quality or speed problem occurring in the old product?
  • Is the current employee's strength sufficient for managing all the activities efficiently?
  • Is a really manual process give you the expected results?

(Just use these questions to focus on the problem which your product can solve. Don't make any negative impact while asking it)


I - Implication - These questions help to realize the consequences of the problem.

These implication questions plays important role in major sales like if any business is purchasing your product. These type of questions shows the actual problem in a huge way. Only higher management can give answers to these questions.

 Examples -

  • Are your company expenses increasing due to this problem?
  • Are these problems decreasing your productivity?
  • Have you noticed how much financial difference occurring?
  • Due to this problem, is the final product cost increasing?
  • Are these problems decreasing your productivity?
  • Does this problem ever prevent you from hitting your goals in this business?
  • How would you use an extra ……. (amount) each week or month?

(In major sales these questions are important before offering a solution  in front of a prospect)


N - Need-pay-off - These questions show what our product can do for them. 

At this stage, you will present a solution in front of the prospect in a different way. Prospect will start telling them How this product can solve their problem.

 Examples -

  • Do you think solving problems would impact your business?
  • In our product what do you find most interesting?
  • Our solution How can help you?
  • Why is it important to solve this problem?
  • What other benefits would you see coming from a solution?
  • Would our solutions to this feature make it simpler to achieve your goal?

 (At this stage automatically prospect mindset will get ready to pay for the solution)

Let's connect with me on LinkedIn for getting more updates on sales: https://www.linkedin.com/in/harshadapawar1307/

 

 


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