SPIN SELLING

Author - Neil ReckhamCrafted by- Gaurav Mulia

Sales Consulting

1. Huwait Reserach

Finding the ways to differentiate between Small Selling and Big Selling

People are changed VS.

Selling Changed

Small Selling is depends more on Relations and Suggestion

Big selling depends more on In-depth research of Client.

2. Small & Large Sell

Relation works on Small sales but in Larger sell it won’t work

Small sell is easy while Larger sell is quite different than other.

Over period of time Interest level of client goes down by every visit.

1 Visit 2 Visit 3 Visit 4 Visit0

0.51

1.52

2.53

3.54

4.5

Enthusiasam

Enthusiasam

3. Investigation Question and Sales Success

Investing Questions and Sales Success

Preliminaries

Investigating

Demonstration

Investigating StageSuccess in Smaller sell

Defining Call success in Larger sales

[Two Outcomes] [Four Outcomes]

Order OrderAdvances

No SaleContinuation

No- Sale

SUCCESS

FAILURE

Smaller Sales Larger Sales

Set Call Objectives in Larger Sell

Back to Investigating

Questions and Success

Open & Closed Questions

Techniques to help your Selling• Turning Continuations into Advances• Asking Enough Questions

4.Customer needs in the major sale

Need in small sales

Needs Want & Desire

The Value Equation

Seriousness of Problem

Cost of Solution

Buy Don’t Buy

The Value equation

5.Using Questions to Uncover Implied Needs

SPIN

SPIN

Situation

Problem

Implication

Need Pay off

SPIN Model

S Situation QuestionsBackground creation

P Problem QuestionsAbout Difficulties / Dissatisfaction

I Implied NeedsProblem that Product can solve

N Need Pay offShow how you can meet implied needs