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SPIN Selling
SPIN Selling
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As a salesperson, you’re used to asking prospects about their pain points and offering a feature of your product. It’s great that you want to find a solution to their problem! But it’s challenging when your prospect isn’t fully convinced that a product will help them. The SPIN Selling methodology uncovers prospects' needs by using questions from 4 categories: Situation, Problem, Implication, and Need-payoff.
By utilizing this method, you can gain more context, which in turn can help you personalize the buying experience for the customer. Instead of using a one-size-fits-all approach, SPIN selling focuses on actively listening to buyers’ challenges and creating valuable customer relationships. This course is designed to help you understand this technique.
By the end of this course, you’ll be able to:
• Define the 4 categories of SPIN Selling and how to apply SPIN questions to customer conversations
• Explain the 4 stages of SPIN Selling during sales calls
• Identify the dos and don’ts of SPIN Selling practices
Why take this course?
If you work in sales, it’s vital that you understand exactly who your prospect is and drive them toward a purchase. To do that, you’ll need as many tools in your tool kit as possible. This course will identify what SPIN Selling is and how to apply SPIN questions to customer conversations. It will also explain how to utilize the 4 stages of SPIN Selling during sales calls and the dos and don’ts of SPIN Selling practices.
10 mins | SCORM | Infographic
By utilizing this method, you can gain more context, which in turn can help you personalize the buying experience for the customer. Instead of using a one-size-fits-all approach, SPIN selling focuses on actively listening to buyers’ challenges and creating valuable customer relationships. This course is designed to help you understand this technique.
By the end of this course, you’ll be able to:
• Define the 4 categories of SPIN Selling and how to apply SPIN questions to customer conversations
• Explain the 4 stages of SPIN Selling during sales calls
• Identify the dos and don’ts of SPIN Selling practices
Why take this course?
If you work in sales, it’s vital that you understand exactly who your prospect is and drive them toward a purchase. To do that, you’ll need as many tools in your tool kit as possible. This course will identify what SPIN Selling is and how to apply SPIN questions to customer conversations. It will also explain how to utilize the 4 stages of SPIN Selling during sales calls and the dos and don’ts of SPIN Selling practices.
10 mins | SCORM | Infographic