It is a seller's dream: to be able to sell so well that you get as few resistances as possible. Despite the fact that it seems utopian, it is still possible to avoid resistance as much as possible. The required method is called SPIN, it is an abbreviation for different demand types that reduces resistance.
THE SPIN METHOD MAKES IT POSSIBLE
The SPIN method assumes that the seller, through questions, allows the prospect himself to articulate his need. This is not about the number of questions, but about the right questions, the right order of the questions. The prospect is less resistant because this question makes him see the usefulness of the solution. The letters S, P, I and N stand for situation, problem, implication and utility, to be used in the order as they are in the abbreviation SPIN. These four terms can be seen as a step-by-step plan by which the seller draws attention to his offer.
WHY DOES THIS METHOD WORK?
This method works, because it starts entirely from the prospect's situation, the problem he is experiencing and what the consequence of this problem is. The pitfall with the majority of sales calls is that it is too focused on the offer and that only the current situation of the customer is focused. Often the problem, its consequence and the usefulness of the solution are forgotten. Figuratively, one guides the prospect through the funnel that leads to the exact solution by means of questions.
In our whitepaper’ SPIN method; the 4 question types ' we explain how this method works. Download the whitepaper below.
