How did you like our team's performance at the Olympics
Posted: Tue Dec 17, 2024 6:47 am
For example: "Are you into sports? Who were you rooting for the most?", "Has the weather gotten warm very early this year? Have you already been out on holiday in the countryside?.."
SPIN
SPIN selling is a multi-level negotiation technique that can be used to increase the likelihood of a deal. The technique is based on identifying and satisfying the buyer's needs, which japan whatsapp number list girl requires asking the right questions. SPIN selling is most effective in the business-to-business (B2B) and in segments where complex and expensive products are sold.
Four types of questions are used: situational, problematic, eliciting and guiding.
You can speed up the SPIN process by collecting preliminary information about the client, developing a rough plan for the conversation in advance, and following it, moving from one question to another.
Example: "Your company website states... Is this correct? How do you resolve issues with suppliers? Do they all strictly comply with the terms of their contracts? Have you considered the possibility of saving money by finding a new supplier?" etc.
Property - Advantage - Benefit
The psychology of sales also determines the optimal order of product presentation. The presentation of the product begins with a description of its properties, then its advantages are demonstrated in comparison with similar products, and then the client should see his benefit, based on what is valuable to him.
To practice this technique, take any product and describe it, filling in three columns: “properties – advantages – benefits.” The presentation should proceed in this order.
Example: Feature: Smartphone - High-resolution camera. Advantage: High-resolution camera - its characteristics surpass those of similar models. Benefit: A camera with such outstanding parameters - the pictures will be of very high quality, so that everyone will be amazed by their clarity.
SPIN
SPIN selling is a multi-level negotiation technique that can be used to increase the likelihood of a deal. The technique is based on identifying and satisfying the buyer's needs, which japan whatsapp number list girl requires asking the right questions. SPIN selling is most effective in the business-to-business (B2B) and in segments where complex and expensive products are sold.
Four types of questions are used: situational, problematic, eliciting and guiding.
You can speed up the SPIN process by collecting preliminary information about the client, developing a rough plan for the conversation in advance, and following it, moving from one question to another.
Example: "Your company website states... Is this correct? How do you resolve issues with suppliers? Do they all strictly comply with the terms of their contracts? Have you considered the possibility of saving money by finding a new supplier?" etc.
Property - Advantage - Benefit
The psychology of sales also determines the optimal order of product presentation. The presentation of the product begins with a description of its properties, then its advantages are demonstrated in comparison with similar products, and then the client should see his benefit, based on what is valuable to him.
To practice this technique, take any product and describe it, filling in three columns: “properties – advantages – benefits.” The presentation should proceed in this order.
Example: Feature: Smartphone - High-resolution camera. Advantage: High-resolution camera - its characteristics surpass those of similar models. Benefit: A camera with such outstanding parameters - the pictures will be of very high quality, so that everyone will be amazed by their clarity.