The SPIN Selling technique helps to identify the client’s and sell them a suitable solution using leading questions. This method appeared in the 80s in the USA based on the results of a 12-year study: Neil Rackham and his team more than 35 thousand calls of managers, identifying working schemes and improving them. Thus, Rackham came up with sales scenarios that effectively sell to both the end consumer and the business.
The goal of the SPIN selling model
is to optimize the work of managers and improve relationships with clients Germany Email Database through a deep understanding of their needs. To close a deal using SPIN, the appearance or personal charisma of the seller is not so important, the main thing is to go through all the stages of the sale correctly.
The success of a sale using the SPIN method depends on four stages: identifying a need, presenting the product’s advantages, handling objections, and closing the deal.
Let’s figure out how to work at each stage and what questions to ask.
Higher conversion rate: When used correctly, email marketing has a much higher conversion rate than, for example, social media.
Profitability: The cost of an email marketing campaign is much lower than that of other traditional channels—radio, television, etc.—and it also doesn’t require printing, layout, or stamping costs. Thanks to the use of the Internet as a means of
communication, you can reach anyone regardless of their location. Furthermore, it will be very easy to segment and distribute your campaigns if you use a well-built and up-to-date database.
For the SPIN method in sales, you first need to
determine what problem the client wants to solve. The seller finds out the consumer’s problems and tries to increase Purchase Email Leads dissatisfaction with the current situation. This way, the client understands that the problem to be solved right now and can no longer be postponed.
At this stage, get as much data from the client as possible. To do this, collect , conduct B2B Email Data castdevs, organize live broadcasts, or conduct surveys on social networks and email newsletters.
This information can then be as a story about the audience’s pressing problems and sent by letter. This way, recipients of your mailing will be able to recognize themselves in the description and realize needs that they had not before.
Step 2. Presenting the benefits
After you have focused on the customer’s problem, talk about the benefits of your product. How it helps solve problems, how it can be . For example, for a hardware or home goods store, send out a SPIN appliance newsletter with the subject: “What to do if you are of clutter” and write about various devices to make daily cleaning easier.
