PROGRAMME INITIAL SALES REPS TRAINING MODULE SELLING PROCESS

PROGRAMME INITIAL SALES REPS TRAINING MODULE SELLING PROCESS TOPICS SPIN Strategy – Situation Analysis FACILITATORS COURSE DURATION

QUESTIONING The SPIN Strategy

SPIN STRATEGY S Situation Questions P Problem Questions I N Implication Questions Need Pay-Off Questions

SPIN STRATEGY S Situation Questions to find information about the prospect P Problem Questions Asking questions to bring out problems that may arise out of the situations I N Implication Questions Need Pay-Off Questions that ask about the problem’s consequences or impacts Questions that ask about the value or usefulness of the solutions

SPIN STRATEGY S Situation Questions “How would you describe your current situation? ” P Problem Questions How often does that happen? I N Implication Questions Need Pay-Off Questions “How has that problem impacted you? ” “If this problem could be solved, what would be the benefit to you? ”

SPIN Ground Rules

SPIN selling – Ground Rules 1. SPIN selling is a blueprint, not a bible This strategy has existed for a while now – which implies that we need to take into consideration customer evolution and changes

SPIN selling – Ground Rules 2. SPIN is not intended to be used as a checklist of questions Questions should flow in a natural conversation and not a “look and say” method of asking questions

SPIN selling – Ground Rules 3. You can research on your prospects before the conversation to get everything you can in advance If you know some background information of your prospects, the situation questions would be taken care of and the core of your conversation should focus on the P-I-N

SPIN selling – Ground Rules 4. For every question that you ask, you need to really listen to the prospect’s responses Don’t just say “mmhh” or reply with a cold gesture and move on. Reply with something meaningful to show that you are digesting what they say. It could be validating their frustration, clarifying or sharing a similar customer situation

SPIN selling – Ground Rules 5. Focus your conversation to the answers they give while you are also mindful of time and the agenda Don’t just say “mmhh” or reply with a cold gesture and move on. Reply with something meaningful to show that you are digesting what they say. It could be validating their frustration, clarifying or sharing a similar customer situation

1 SITUATION ANALYSIS

The case of a doctor-patient In case scenarios like these show up at the hospital, what would b the expected professional reaction(s) of the doctor?

The case of a doctor-patient If scenarios like these show up at the hospital, what would be the expected professional reaction(s) of the doctor?

Doctor-Treatment Process Questioning of patient Diagnosis Laboratory Test Disease Examination Prescription & Treatment

Situation Questions - Examples 1. Explain to me how you are feeling? 2. Since when did this start? 3. Have you experienced this before? 4. Have you eaten anything? 5. Are you on any special medications? A doctor-patient scenario

Nature of Situation Questions Collects facts and background data about the customer’s existing situation that is relevant to your products and services Effective Situation Questions should be targeted at customer’s problems

Nature of Situation Questions While these questions are easy to ask, they bring little value to the buyer and can certainly cause annoyance if too many of these questions are asked. A good knowledge of the customer’s industry and/or the information provided by an internal or external person can help plan the sale to reduce the number of situation questions

Nature of Situation Questions Before you begin the SPIN Process; Write down at least three potential problems which the prospect may have and which your products might solve before making a sales presentation

Situation Questions - Examples 1. What equipment are you using now? 2. How long have you had it? 3. Is it purchased or leased? 4. How many people use it? A manufacturing company selling construction equipment for a road project

Situation Questions - Examples 1. What kind of coffee brewing system do you use right now? 2. How often do you get coffee delivered to your location? 3. Are there any areas of opportunity for improvement with your current coffee supplier? 4. How many cups of coffee orders do you receive a day? Recommending a more efficient coffeemaking machine

Situation Questions - Examples 1. What type of mobile phone do you use? 2. How often do you surf the internet? 3. What are the key activities or apps you often visit on the internet? 4. About how much data volume do you consume in a month? A telesales agent for a data service provider selling data bundles for customers

Nature of Situation Questions For you to sell a policy that addresses customer needs, you must dig deep to understand the full situation of your prospect

Fact Finding The prospect is the primary source to find facts; however, you can also research from spouse, friends, school, association or clu mates, etc

Situation Questions Aspects of the prospect’s life that can reveal different risks for each individual include: -Marital Status: children and other dependents, parents and -in-laws -Occupation: casual work/temporal/permanent staff -Nature of employment: Military, Healthcare, Mining, etc

Discussion & Group Exercise: Studying our risk products critically, come out with as many Situation Questions for each of the products: - Funeral Finance Plan -Transitions -Family Income Protection Plan -Lady Care

GROUP PRESENTATIONS!

Situation Questions – Funeral Policy - How have your parents/parents -in-law been fairing?

Situation Questions - FIPP - Do you have people depending on you? - How will you manage the cost in case you are faced with a critical illness? - How will the family manage to live in case you have an accident that renders you unable to work anymore?

Situation Questions – Lady care - Do you have people depending on you? - How will you manage the cost in case you are faced with a critical illness? - How will the family manage to live in case you have an accident that renders you unable to work anymore?

TIME FOR ROLE PLAYS!!