RelativeResourceManager

RelativeResourceManager - SPIN Solution Selling Part 2...

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SPIN Solution Selling Part 2 MKTG 3010 Spring 2011
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1. SPIN Approach 1. Question Types 1. Presenting 1. Objections 1. Commitment
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SPIN Selling Great for high-value sales! Uses questions persuade More & better questions create greater success.
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You establish the context Situation Questions Benefits Need-Payoff Questions Problem Questions Implication Questions So the buyer reveals Buyer states Implied Needs Within the context, you begin asking You elaborate implied needs into You alleviate the buyer’s pain with Explicit Needs With permission, you may now establish Buyer agrees to solution Sales Success! Buyer feels the problem more SPIN Selling Strategy
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Plan ahead You’re a problem solver. Write down your questions ahead of time. What related difficulties could these problem cause your customer? Write these down!
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Help establish the context. Only benefit you, not the buyer. Boring to the buyer.
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This note was uploaded on 01/24/2011 for the course MKTG 3010 taught by Professor Morris during the Spring '09 term at North Texas.

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RelativeResourceManager - SPIN Solution Selling Part 2...

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