This technique is most often used in the B2B segment

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Of the training tools, the most useful are trainings, when professionals show in practice how to build a conversation with a client, what phrases and branches in a conversation to avoid, how to influence the interlocutor on a non-verbal level, etc. It is in this kind of game-like manner that it is best to conduct training for sales department employees so that they can subsequently gain experience and hone their skills. Where are SPIN selling most suitable? It is necessary to take into account that this technique is quite energy-consuming – in the sense that it requires both a significant amount of time and the level of training of the seller. In the segment of consumer goods, this method is inappropriate – you will agree that if an employee of a supermarket sales floor acts in this way, he will not be able to serve many customers. In addition, a person who comes to a regular store already knows approximately what he will buy.


The SPIN selling technique is designed for individual negotiations netherlands whatsapp phone number when selling expensive products with a long transaction cycle. For example, when the decision is in the competence of several people, and each needs to be convinced, and, perhaps, different arguments will be needed.


It also works in luxury sales, when the seller first needs to understand how he can please the client, 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 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.