Selling-Skills
Division A ISCS WAKAD
GROUP- ROLL NO 41-50
A-41 NEHA PATIL
A-42 POOJA SHARMA
A-43 PRADEEP SHARMA
A-45 PRASHANT SHARMA
A-46 PREETI RANI
A-47 PRIYANK JAIN
A-48 RAHUL SHARMA
A-49 RAJAN
A-50 RAVIJ SHAH
SPIN SELLING APPROACH
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What is the Goal of Questioning? • To uncover needs
– Implicit needs
– Explicit needs – Implicit need – a statement of a buyer’s problem, dissatisfaction or difficulty with a current situation – Explicit need – a clear statement of a buyer’s want, desire or intention to act
In smaller sales, the more implied needs you can uncover, the better chances you have of closing the sale.
In larger sales, implied needs are simply a starting point. What matters here is not how many you uncover but what you do after you uncover them.
S-Situation questions • Gather background information and develop understanding of the context of the sale. • In big sales, minimize the small talk and focus on finding background detail that can be used to make sense of the buyer's business situation. • Context creates meaning. This is about understanding the wider context before you zoom into the details. • IMPACT: Least powerful of the SPIN questions. Can be negative . Most people ask too many. SO ➢ ELIMINATE UNNECESSARY QUESTIONS ➢ DO YOU HOMEWORK THOROUGHLY
• What equipment are you using now? • How long have you had it? • Is it purchased or leased? • How many people use it?
Every good seller begins the sales call by assessing the terrain, by asking questions to clarify the customer's current situation. So Situation Questions are essential, but here's the surprise. Huthwaite's research found that, Do ask Situation Questions, but be sure they're necessary ones. Don't ask a question to elicit information that you easily could have obtained before beginning the call . And know that, when overused,
GROUP- ROLL NO 41-50
A-41 NEHA PATIL
A-42 POOJA SHARMA
A-43 PRADEEP SHARMA
A-45 PRASHANT SHARMA
A-46 PREETI RANI
A-47 PRIYANK JAIN
A-48 RAHUL SHARMA
A-49 RAJAN
A-50 RAVIJ SHAH
SPIN SELLING APPROACH
[pic]
[pic]
What is the Goal of Questioning? • To uncover needs
– Implicit needs
– Explicit needs – Implicit need – a statement of a buyer’s problem, dissatisfaction or difficulty with a current situation – Explicit need – a clear statement of a buyer’s want, desire or intention to act
In smaller sales, the more implied needs you can uncover, the better chances you have of closing the sale.
In larger sales, implied needs are simply a starting point. What matters here is not how many you uncover but what you do after you uncover them.
S-Situation questions • Gather background information and develop understanding of the context of the sale. • In big sales, minimize the small talk and focus on finding background detail that can be used to make sense of the buyer's business situation. • Context creates meaning. This is about understanding the wider context before you zoom into the details. • IMPACT: Least powerful of the SPIN questions. Can be negative . Most people ask too many. SO ➢ ELIMINATE UNNECESSARY QUESTIONS ➢ DO YOU HOMEWORK THOROUGHLY
• What equipment are you using now? • How long have you had it? • Is it purchased or leased? • How many people use it?
Every good seller begins the sales call by assessing the terrain, by asking questions to clarify the customer's current situation. So Situation Questions are essential, but here's the surprise. Huthwaite's research found that, Do ask Situation Questions, but be sure they're necessary ones. Don't ask a question to elicit information that you easily could have obtained before beginning the call . And know that, when overused,