I sat in to SPIN selling workshop conducted by David for the past 3 days. I attended a few sales training for the last five years, and they basically drive the same thing - customer focus. Asking the right questions to find out more about the customers before moving in for the closing.
Asking the right questions is the key to successful sales. I learn about asking questions in almost all sales training I’ve attended.
Day 1 of SPIN, I thought I am attending something similar. It touched in fact finding, discovering problems, provide solutions etc. Well, I was damn wrong. Further into the course, the topic went deeper. I gain much distinction on asking questions, advantages and benefits.
In SPIN philosophy, they believe in selling without selling. The key is finding out the problems the customer is facing, and helping them to solve it. What’s important is phrasing of those questions, and getting the customers to talk.
SPIN also do not preach on price concern. They believe if the sales presentation is done well with the SPIN method, the customers won’t be concern about the price.
Though SPIN is an effective sales process, but it takes lots of practice to master the questioning techniques.
Also in today’s competitive market, be customer-focused rather than product-focused. If you like to talk about your product features, you may want to start asking question based on your customer needs. You will see the change almost instantaneously.
