by Bruce Schriver
(Toronto Canada)
i beleieve 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 commitment to do so.
Comment
Hi Bruce,
Yes...and SPIN is also about being prepared, respecting the prospect's time by not staying in the Situation phase for too long.
It's also about NOT Pitching. Asking questions and LISTENING.
In the act of paying attention to people and in knowing something about their business before you walk in the door you show respect. It's often the case when you respect other people they reciprocate and show respect for you. That may well mean giving you their attention. Then when you ask the PIN questions (Problem, Implication, Need-Payoffs) you may get them to enter into a dialogue and find out if there is chance for a win-win relationship.
Remember, 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.
Greg
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