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The client is recovering from an injury and does exercises from a doctor. There is no point in talking about group classes and the range of exercise machines. But you can choose a suitable trainer. What time do you plan to visit? They differ in price. We asked a question and were able to immediately choose the best option. Next, we will look at how to correctly identify needs using questions. We will show how the SPIN technique works, and at the end we will provide a table with examples of questions. SPIN Method in Sales SPIN is already a classic sales technique that has been used by sales departments around the world since 1970. It is easy to learn and convenient to use. It is aimed precisely at first identifying the client’s problems and then leading them to an awareness of the benefits of your offer.



The essence of the SPIN method is to belgium phone number list sequentially ask the client questions from 4 groups: S — Situation, P — Problem, I — Implication, N — Need-Payoff. Situation , situational. We establish contact with the client and clarify his situation. This is point A, from which we begin sales. What printer do you use? How do you fill in customer information? Do you buy advertising? Do you sell via messengers? Problem , problematic. We find out what worries the client. We find problems and their hidden needs. We start from the answers to situational questions, but it is worth preparing at least 2-3 questions in advance. How often do you change printer cartridges? Are you able to fill out customer data in Excel on time? How much does it cost you to attract one client? How quickly do you respond to customers? Implication , extracting.



Let's find out what consequences the client faces. How much do you spend on purchasing and replacing cartridges? Isn't your workload too high if you need to maintain such a large spreadsheet in Excel? Do your advertising costs always pay off? Have you ever taken so long to respond to a client that they refused to work with you? Need-Payoff , guides. What will happen if we change the situation. This is point B, from this moment you can present the product. Questions should be formulated so that the client himself speaks about the benefit of your offer. What if you never needed to change cartridges? What would you do if customer information was automatically filled in? How much could your profits increase if advertising became more effective? And if you always respond to customers within 1-2 minutes, will this affect sales? Example — How is your English? Situational — I haven't studied since school.