Professional Documents
Culture Documents
Pooja k
Gouse
Mahender
PGP/SS/07-09/SEC B
Spin Selling
• Is a 'hurt and rescue' approach.
• Situation ( questions )
S
• Problem ( questions ) P
• Implication ( questions ) I
N
• Need-payoff ( questions )
Situation questions
• Ask about the buyer's pain and focus the buyer on this pain
while clarifying the problem
• Eg:
If you are selling tractors, ask about maintenance
costs, breakdowns and so on. If you are selling life
insurance, ask about how many dependents the person
has.
Implication questions
• Discuss the effects of the problem.
Eg:
Life insurance salesperson could carefully ask what would
happen to the children if the target person died or became
very ill.
Need-Payoff questions
• ~ Get the customer to tell you the benefits that your solution
could offer.
• With careful questions, you can get them to the state where
they are asking for your product even before you show it to
them.
Eg:
The insurance sales person could ask questions that
build pictures of the target person's children being safe and
secure whatever curve-balls the world might throw at the
Sales Behavior and Sales Success
Successful Salespeople are…
• Investigating needs
• Giving benefits
• Objection handling
• Closing techniques
The 4 Stages of a Sales Call
1. Preliminaries
2. Investigating
3. Demonstrating Capability
4. Obtaining Commitment
Preliminaries / Opening
Introduce yourself
How you begin conversation
Eg:
6. How are you?
7. Nice Weather?
8. Is that a picture of your daughter?
Eg:
What is closing?
Eg:
A young man courting a young woman. The alternative
close of “shall we sit here or shall we sit there?” works
because the decision is small. However, the same young
man may have a considerably lesser success rate with the
alternative close of “my place or yours”. The decision this
Closing and Decision Size
Before the training took place Huthwaite measured three things:
• Transaction time : How long did each sale or attempted sale take?
• Number of closes : How often did the seller use a closing behavior
during the transaction?
1. Orders
3. Advances
5. Continuations
7. No-sales
Orders
• Where the customer makes a
firm commitment to buy.
Advances
• Where an event takes place, either in the call or after it,
that makes the sales move forward toward a decision.
Typical Advances might include:
7. Proposing a commitment.
Giving attention to Investigating and
Demonstrating Capability.
Successful salespeople give their primary
attention to this action.
INVESTIGATING
•QUESTIONS
•COLLECT DATA
NEED DEVELOPMENT
Types of needs
•Implied needs
•Explicit needs
VALUE EQUATION
• I-Implication questions.
FEATURES
• First Impressions
• Conventional openings :
– Relate to the buyers personal interests.
– Make an opening benefit statement.
– Preliminaries
– Investigating
– Demonstrating Capability
– Obtaining Commitment