For the Brazilian market, Spin Selling was a perfect fit.
The methodology has become increasingly popular in Brazil thanks to the results it generates for the most diverse segments.
All this success is no coincidence, the creator of the method, Neil Rackham, carried out an in-depth study for more than 10 years to identify exactly what led a given prospect to become a customer and make a purchase or not.
Why do top-selling salespeople achieve this more often?
From this question, he identified that there is a methodology that the best salespeople unconsciously end up using, so he formatted it and called it SPIN selling.
In numbers, more than 35 thousand sales in 20 countries were analyz.
Everything is meticulously documented, analyzed and into an efficient technique that can be easily applied in any market segment.
What does SPIN Selling mean?
Each letter in the word SPIN means an mint database and has a meaning, and each meaning represents a phase of the sales process.
S for Situation
It’s about identifying the the answer to this question is up to you situation of your future client. What are they going through? What are their basic needs?
The questions you will ask at this point are focused on identifying the situation.
P for Problem
Once you understand your customer’s situation, you move on to the problem part.
What are your future client’s problems? What usa lists bothers them and what are their pain points?
In this questioning moment, you start to encourage your client to talk more about themselves.
I for Implication
This is when you start to drive your sales process to show your customer how much that problem affects their results.
Whether it’s a financial result or any other, how does this problem directly impact you?
With this, you start to show your client how serious this is and how much they need to resolve this problem as quickly as possible.