by Bruce Schriver
i beleive that spin selling is about avoiding objections and truly sticking to the plan, find out what is wrong, gage how much interest there is in fixing it and get a committment to do so.
Yes...and SPIN is also about being prepared, respecting the prospect's time by not staying in the Situation phase for too long.
The concept of "needs payoff" is about building value in your offer and if the perceived value is high enough objections will be outweighed by the benefits (benefits by the SPIN definition) and thus the objections will not come up.
So, if used well SPIN will avoid a lot of objections for you.
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