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MessagePosté le: Sam 21 Mai - 04:54 (2016)    Sujet du message: Spin Selling Répondre en citant




Spin Selling > urlin.us/2c2z0





Situation,,,questions,,,bore,,,the,,,prospectIn,,,,turn,,,,,this,,,,background,,,,information,,,,can,,,,be,,,,used,,,,to,,,,guide,,,,the,,,,conversation,,,,in,,,,an,,,,appropriate,,,,wayDemonstrating,,,our,,,Capacity,,,in,,,that,,,way,,,,after,,,the,,,need,,,is,,,expressedExamples:,,Why,,is,,being,,able,,to,,have,,a,,big,,picture,,overview,,of,,your,,sales,,pipeline,,important,,to,,you?,,If,,you,,could,,cut,,the,,amount,,of,,time,,spent,,training,,new,,staff,,on,,your,,CRM,,,what,,impact,,would,,that,,have?,,If,,you,,could,,see,,at,,a,,glance,,which,,opportunities,,you,,have,,in,,your,,pipeline,,,how,,would,,that,,help,,you,,achieve,,your,,sales,,targets?,,Suggestions,,as,,to,,How,,You,,Can,,Apply,,These,,Insights,,to,,Your,,Sales,,Techniques,,The,,beauty,,of,,SPIN,,Selling,,is,,that,,its,,a,,highly,,practical,,(and,,proven),,sales,,Enablement,,tool,,thats,,easy,,to,,implementExample,,,Need,,,Payoff,,,Questions,,,How,,,would,,,it,,,help,,,if,,,your,,,offices,,,were,,,connected,,,to,,,a,,,centralized,,,database?,,,Why,,,is,,,it,,,important,,,to,,,get,,,all,,,your,,,employees,,,accounting,,,for,,,their,,,work?,,,Would,,,it,,,be,,,useful,,,if,,,your,,,homeowners,,,made,,,most,,,of,,,their,,,requests,,,without,,,bothering,,,anyone?,,,Is,,,there,,,any,,,other,,,way,,,that,,,this,,,could,,,help,,,you?,,,Do,,,you,,,see,,,the,,,value,,,in,,,knowing,,,which,,,vendors,,,do,,,the,,,most,,,work?,,,Successful,,calls,,contain,,many,,of,,these,,"implication",,questionsAn,,,,easy,,,,way,,,,to,,,,get,,,,started,,,,is,,,,to,,,,brainstorm,,,,a,,,,list,,,,of,,,,questions,,,,for,,,,each,,,,of,,,,the,,,,stages,,,,that,,,,would,,,,be,,,,relevant,,,,to,,,,your,,,,business,,,,,,,,and,,,,then,,,,explore,,,,these,,,,with,,,,prospects,,,,during,,,,your,,,,next,,,,callDo,,your,,research,,before,,the,,meeting,,to,,find,,answers,,to,,these,,sorts,,of,,questionsAfteranalysing,,,more,,,than,,,35,000,,,sales,,,callsthey,,,were,,,able,,,to,,,put,,,to,,,rest,,,a,,,variety,,,of,,,traditional,,,myths,,,about,,,closing,,,sales.The,,,book,,,has,,,been,,,very,,,successful,,,selling,,,over,,,150,000,,,copies.The,,,original,,,survey,,,showed,,,that,,,in,,,successful,,,sales,,,calls,,,it's,,,the,,,buyer,,,who,,,does,,,most,,,of,,,the,,,talking,,,,which,,,means,,,that,,,the,,,salespeople,,,are,,,asking,,,questions.Asking,,,questions,,,means,,,that,,,the,,,salesperson,,,is,,,building,,,Rapport,,,with,,,the,,,buyer,,,,buildingsales,,,rapportwith,,,the,,,buyer,,,allows,,,the,,,buyer,,,to,,,feel,,,more,,,comfortable,,,talking.SPIN,,,Selling,,,proposes,,,there,,,are,,,four,,,types,,,of,,,questions,,,,thus,,,SPIN,,,stands,,,for,,,:Situation,,,(,,,questions,,,)Problem,,,(,,,questions,,,)Implication,,,(,,,questions,,,)Need-payoff,,,(,,,questions,,,),,,Get,,,the,,,information,,,on,,,SPIN,,,Selling,,,hereThat,,,,doesn't,,,,matterAfter,,investigation,,and,,getting,,the,,customer,,to,,admit,,to,,some,,explicit,,need,,--,,not,,something,,vague,,--,,then,,explain,,how,,our,,service,,solves,,the,,needThis,,,,is,,,,the,,,,crucial,,,,line,,,,of,,,,questioningThe,,,,resulting,,,,SPIN,,,,Selling,,,,process,,,,and,,,,sales,,,,techniques,,,,laid,,,,out,,,,a,,,,sequence,,,,of,,,,questioning,,,,types,,,,,designed,,,,to,,,,build,,,,the,,,,rapport,,,,and,,,,understanding,,,,needed,,,,to,,,,increase,,,,closure,,,,ratesHe,,defines,,success,,versus,,failure,,by,,evaluating,,the,,level,,of,,commitment,,,,Home,,,,,,,,Top,,,,,,,,Menu,,,,,,,,Quick,,,,Links,,,,,,,,You,,,may,,,have,,,to,,,ask,,,a,,,few,,,of,,,them,,,to,,,find,,,out,,,stuff,,,--,,,place,,,them,,,well,,,to,,,lead,,,you,,,down,,,the,,,SPIN,,,but,,,use,,,them,,,sparinglyAbout,,,,Latest,,,,Posts,,,,Follow,,,,meRichard,,,,YoungManaging,,,,Director,,,,UK,,,,&,,,,Ireland,,,,at,,,,Pipelinersales,,,,Inc.Richard,,,,helped,,,,introduce,,,,CRM,,,,to,,,,the,,,,UK,,,,back,,,,in,,,,the,,,,'90sInvestigation,,--,,Finding,,out,,facts,,,information,,,and,,needsDeveloping,,,Rapport,,,is,,,not,,,a,,,conscious,,,thingThe,,,,beauty,,,,of,,,,these,,,,questions,,,,is,,,,that,,,,if,,,,you,,,,get,,,,them,,,,right,,,,,your,,,,customer,,,,will,,,,tell,,,,you,,,,how,,,,your,,,,product,,,,will,,,,helpSituation,,,,Questionsdeal,,,,with,,,,the,,,,facts,,,,about,,,,the,,,,buyers,,,,existing,,,,situation.Problem,,,,Questionsask,,,,about,,,,the,,,,buyer's,,,,pain,,,,and,,,,focus,,,,the,,,,buyer,,,,on,,,,this,,,,pain,,,,while,,,,clarifying,,,,the,,,,problem,,,,,before,,,,asking,,,,implication,,,,questionsFinally,,,,attempt,,,,to,,,,address,,,,all,,,,of,,,,the,,,,prospective,,,,client's,,,,concerns,,,,,and,,,,ask,,,,them,,,,if,,,,they,,,,have,,,,any,,,,more,,,,concernsHow,,much,,thought,,and,,preparation,,do,,you,,give,,to,,the,,questions,,you,,ask,,during,,your,,sales,,discussions?,,Could,,your,,technique,,improve,,by,,structuring,,your,,pitches,,into,,these,,four,,distinct,,stages?,,Please,,share,,your,,thoughts,,belowIn,,,,addition,,,,,problem,,,,questions,,,,are,,,,highly,,,,effective,,,,at,,,,encouraging,,,,a,,,,prospect,,,,to,,,,identify,,,,an,,,,issue,,,,thats,,,,been,,,,overlookedYou,,,may,,,know,,,the,,,problem,,,,but,,,they,,,do,,,not!,,,Going,,,straight,,,to,,,the,,,sales,,,pitch,,,will,,,just,,,get,,,you,,,objectionsFrom,,the,,observations,,,it,,became,,clear,,that,,the,,quality,,of,,questions,,asked,,by,,a,,salesperson,,were,,key,,to,,whether,,or,,not,,a,,sale,,was,,closedGetting,,,,the,,,,buyer,,,,to,,,,state,,,,the,,,,benefits,,,,has,,,,greater,,,,impact,,,,while,,,,sounding,,,,a,,,,lot,,,,less,,,,pushyThe,,,,secret,,,,to,,,,getting,,,,results,,,,with,,,,need-payoff,,,,questions,,,,is,,,,to,,,,ensure,,,,the,,,,buyer,,,,specifies,,,,the,,,,benefits,,,,themselvesIt,,,,takes,,,,practice,,,,to,,,,make,,,,it,,,,flow,,,,right,,,,,so,,,,that's,,,,why,,,,you,,,,want,,,,to,,,,concentrate,,,,on,,,,the,,,,quantity,,,,of,,,,questions,,,,when,,,,you,,,,practice,,,,,and,,,,not,,,,the,,,,qualityPropose,,the,,next,,appropriate,,level,,of,,commitment 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