Neil Rackham Question Groups

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It is not only about lost money, but also about the image, and it is not known which is worse. After all, the loser will be "washed with bones" not only by competitors, but also by his own TOP managers. The client may not necessarily make a decision to purchase an expensive product or conclude an important agreement independently. It is quite possible that specialists or decision makers will join forex dataset the negotiations . How they will behave is unknown, and if so, the research stage is even more important than the product presentation. From all that has been said, N. Rackham concludes that negotiation tactics should be based on questions that he divided into four categories: situational, problematic, extractive and guiding.

in SPIN Selling According to life logic, if a person does not need a product, even the best and most experienced manager will not be able to sell it to him. However, marketing logic does not agree with this. It asks: "Or maybe the person does not know about his problem, or sees that something is wrong, but does not understand how dangerous it is?" He needs to feel his troubles and imagine their consequences. But first, this problem needs to be formulated. And for this, it is necessary to understand what the buyer's situation is. This is, in simple terms, the SPIN technology, outlined by Neil Rackham in his 1988 book of the same name: understand the client's business situation (situational questions), identify bottlenecks (problem areas), show the significant negative impact of problems (pull) and offer an effective solution (drivers).