Recommendations for Improving the Performance
Posted: Sat Dec 28, 2024 10:57 am
of SPIN Selling For companies To improve the use of SPIN, companies should focus on three things: employee training, investment in technology, and access to important information. The first is obvious - it is difficult to use technology without learning how to actively listen, ask questions, and handle objections. The second implies purchasing a CRM or other software to automate the customer relationship process. The third implies that sales departments have access to customer data that would help them understand email dataset them better, i.e. not only personal data, but also patterns of behavior during purchase, problematic moments, etc. (meaning that such data should be in the data center). For managers Learn the method gradually, take one type of questions for training until you polish it.
Success requires experience, at first there will certainly be mistakes. The more trials, the better. But do not train on large transactions right away. The result will be better when you provide comfortable conditions for training. Remember that your product is, first of all, a solution to the client's problem, do not focus too much on its characteristics. It is very useful to prepare questions in advance. Let there be only a few of them, so that the client can speak out about his troubles. It is better to listen than to speak yourself, so you will better understand the true reasons for his problems, and there will be an opportunity to ask clarifying questions.
But the list of questions is not a dogma, the client should be able to change the direction of the conversation. You go "after him", do not "drive" him along the narrow corridor of your plan. Questions should be open. Yes, closed ones, where the answer options are only "yes" or "no", save the manager's time. But in expensive sales, open ones are the most important, because they are more effective for obtaining information. Avoid general questions, they are not very necessary and do not overload the buyer with questions. And most importantly, learn to listen, then you will have live communication with the client, and he will have a certain degree of trust in you.
Success requires experience, at first there will certainly be mistakes. The more trials, the better. But do not train on large transactions right away. The result will be better when you provide comfortable conditions for training. Remember that your product is, first of all, a solution to the client's problem, do not focus too much on its characteristics. It is very useful to prepare questions in advance. Let there be only a few of them, so that the client can speak out about his troubles. It is better to listen than to speak yourself, so you will better understand the true reasons for his problems, and there will be an opportunity to ask clarifying questions.
But the list of questions is not a dogma, the client should be able to change the direction of the conversation. You go "after him", do not "drive" him along the narrow corridor of your plan. Questions should be open. Yes, closed ones, where the answer options are only "yes" or "no", save the manager's time. But in expensive sales, open ones are the most important, because they are more effective for obtaining information. Avoid general questions, they are not very necessary and do not overload the buyer with questions. And most importantly, learn to listen, then you will have live communication with the client, and he will have a certain degree of trust in you.