Based on this, options for developing the conversation are thought out

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This technique is most often used in the B2B segment, where transactions differ from the consumer market in their higher volumes and more complex negotiation techniques. In addition to the business-to-business sphere, the use of SPIN is appropriate: when offering educational services; in sales of real estate, cars and other expensive goods, where a single transaction promises the seller a good profit; when providing consulting services; in legal and accounting activities.

It makes no sense to introduce such technology in large chains, in retail stores new zealand whatsapp phone number and in general in the sales of inexpensive products. How to Improve SPIN Selling Skills? This is achieved through experience, although there are some general tips: You need to concentrate on the research stage, not on demonstrating possibilities. What matters is the inner workings of the interlocutor's thought, and you must direct it in a way that is beneficial to you.


It is necessary to follow the SPIN sequence, and do not speed up by skipping individual stages. First, model the situation, then identify the problems, then extract them and only then direct them to a solution. Try to consider your product and your offer from the customer's point of view - how it meets his needs, how it will help solve his problems. Analyze your experiences, including unsuccessful ones. In general, the SPIN selling technique with its emphasis on questions cannot be called universal and generally applicable, but managers conducting "long" transactions, especially in corporate commerce, must master it without fail. This will significantly increase the likelihood of a successful outcome of negotiations and reaching an agreement to purchase. " Try to consider your product and your offer from the customer's point of view - how it meets his needs, how it will help solve his problems.