SPIN Selling method: guide the prospect to identify their real needs

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Designed by Neil Rackham in 1988, the SPIN Selling sales method is based on four types of questions: Situation, Problem, Implication, Necessity . It consists of guiding the potential customer in their purchasing process through a series of targeted questions to help them identify their real needs. Thus, we begin by creating a climate of trust by making sure to understand the objections but also the current situation of the customer.

Then, we explore the problems encountered by our customer. Then, we build a sales rcs data vietnam pitch that highlights the implications of these problems to encourage the prospect to realize the importance of solving them. Finally, we get the prospect to express the need to find a solution.

For example, a salesperson selling project management software like Monday Work Management might ask about team coordination challenges, before demonstrating how the product/service addresses those challenges.