SPIN Selling.Group 1.docx - SPIN Selling Stop Fumbling Start Making Sales SPIN Selling a great model was the brainchild Rackham who authored a book of

SPIN Selling.Group 1.docx - SPIN Selling Stop Fumbling...

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SPIN Selling Stop Fumbling & Start Making Sales SPIN Selling, a great model, was the brainchild of Neil Rackham who authored a book of the same name in 1988. SPIN Selling is based on extensive research by Rackham and his company, Huthwaite. They examined large, complicated sales scenarios. After analyzing more than 35,000 sales calls they were able to put to rest a variety of traditional myths about closing sales. The original survey showed that in successful sales calls it's the b uyer 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, building sales rapport with 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 ) Situation Questions deal with the facts about the buyers existing situation. Problem Questions ask about the buyer's pain and focus the buyer on this pain while clarifying the problem, before asking implication questions. These give Implied Needs.
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Implication Questions discuss the effects of the problem, before talking about solutions, and develop the seriousness of the problem to increase the buyer's motivation to change. Need-Payoff Questions get the buyer to tell you about their Explicit Needs and the benefits your solutions offer, rather than forcing you to explain the benefits to the buyer. Getting the buyer
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