In this scenario, SPIN Selling and Inbound Marketing can even be allies, since with the right questions you can also make the prospect (or potential client) identify the problem and conclude that your solution is the best option for them.
The main objective of the approach used, according to the SPIN Selling methodology, is to clarify needs, build a relationship and bahamas phone number library value to the offer, avoiding objections from the potential buyer.
Reading tip:
CRM or Customer Relationship Management
What It Is, Benefits and Examples
How did the SPIN Selling methodology come about?
The term SPIN Selling first appeared in 1988 through the book “Achieving Excellence in Sales — Spin Selling”, by author and psychologist Neil Rackham.
Through Huthwaite, his research and consulting firm, Neil conducted a 12-year research into sales techniques and the best press release examples and templates (with template) that evaluated 35,000 sales calls in more than 20 countries.
Rackham used methods he had developed years earlier to convince large companies, such as IBM and Xerox, to fund such research.
The study aimed to analyze the different ways of closing a deal, identifying the reasons why conventional methods only worked for simpler sales and not for complex ones.
The idea was to understand the different types of approaches that salespeople used. With that, Neil concluded that the best results were obtained by salespeople who asked more questions.
From this, Neil Rackham created the SPIN Selling methodology that can cover several european union email list according to 4 central words: situation, problem, implication and need.
why spin selling is important
Why is SPIN Selling important?
Let’s think about a hypothetical scenario: suppose you go to a party supply store and look for something you need, but can’t find it. You have two options: either leave or ask a salesperson if the store has what you need .