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Drive your differnt view about rigid selling...
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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