8 Flashcards
What is the void model of selling?
Where is the customer today? Where would they like to be tomorrow? And what is that void that’s keeping them from getting there?
What are the challenges with the void model of selling?
-customer doesn’t acknowledge void
- gap is worse than they think
-customer doesn’t know a better solution exists
-takes perspective from multiple buying center ppl
What does SPIN stand for?
Situation, Problem, Implication, Needs pay off
Situation questions can be answered through _____ and ______
Pre call info gathering and planning
What is the project deadline and who else is involved in this are examples of
Situation questions
Problem questions are
Questions with specific difficulties or dissatisfaction
What are the current issues with managing projects and how can we improve are examples of
Problem questions
Implication questions
-help the prospect understand the problem
-motivate to search for a solution
-tell us how big the problem or the gap is
How much time or money are you losing because of this problem is an example of
An implication question
Need pay off questions are
Questions about the usefulness of solving a problem
What is your view of success on this project and how will eliminating the challenges help you are examples of
Need pay off questions
SPIN(S)- summary and solution questions are
-serve as a trial close
-smooth transition into product presentation
-ensures customer is in agreement on issues
Are you willing to work with me if I can help and recapping the issues are examples of
Summary and solution questions
Low performing sales ppl get stuck in the
Situation questions
Good sales ppl dig into
Problems and implications questions
