What problem are you solving Key problems worth
+ What problem are you solving?
+ Key problems worth solving Improve Coordination Increase X-Efficiency Create New Information Reduce Transaction Costs (Think: Friction)
+ Regulatory & Compliance Automation & Digitization Attracting & Retaining Talent Accelerating Innovation Voice of the Customer Reducing Volatility
+ SPIN Selling: Sales Question Framework
+ Why is this important?
+ 1. Mutual qualification
+ 2. Establish expertise
+ 3. Be in control
+ 4. Emphasize collaboration
+ What you need to know
+ 1. Situation Questions
+ Do your research first
+ 2. Problem Questions
+ Never assume
+ Learn the history
+ Never disparage
+ 3. Implication Questions
+ Implied vs Explicit Needs Source: “The SPIN Model, ” White paper by Huthwaite Institute. Available online here: http: //img. en 25. com/Web/Huthwaite/%7 B 55 d 0 f 3 f 4 -051 e-4 cdf-a 25 f-97 cc 3831 c 383%7 D_The_SPIN_Model. pdf
+ 4. Need Payoff Questions
+ Remember the reasons people buy…
+ 5. Plan multiple calls
+ What to do next…
Situation Implication Problem Need Payoff
+ SPIN Selling: More tactical stuff
+ 1. Mutual qualification
+ 2. Establish expertise
+ 3. Be in control
+ 4. Emphasize collaboration
Where we left off… +
Situation Implication Problem Need Payoff
+ 6. How far can you go WITHOUT showing your product?
+ 7. Say: “I think we can help…”
+ 8. Say: “Let me think about this…”
+ 9. Emphasize collaboration
+ 10. Customer homework
+ What to do next…
+ 1. Determine if you’re talking to a qualified buyer
+ 2. Deep dive on problems
+ 3. Demo Product Solution
+ What problem are you solving?
+ SPIN Selling: Sales Question Framework
- Slides: 47
