Examples of need questions:
If you could monitor and measure your results, how would this help you make decisions?
Would a working solution (description of your product or service) help you achieve your goals?
Would your time be optimized if (description of your product or service) was applied to your business?
What positive results do you envision if you save time and increase your team’s efficiency?
Do you believe that this solution (product or service description) would increase your sales conversion rate?
Allowing customers to answer these questions gives them much more autonomy to identify whether effective strategies for managing and improving online reviews solution is really the best option and whether it will help them solve their problem, difficulties and pain points.
how to deal with possible objections
As mentioned at the beginning of the article, SPIN Selling also helps to avoid possible objections, but they can still arise. Since we are dealing with complex sales, it is important to prepare ourselves for any obstacles, right?
With this in mind, we have brought up two main objections , defined by Neil Rackham in his abstracts published in multiple languages on SPIN Selling. They are:
Value objections
This type of objection is very common during the SPIN Selling stages. Here, the lead is still concerned sault data the ROI (Return on Investment) of your product or service. They see potential in your proposal, but believe that the cost is greater than the benefits offered.
Given this scenario, it is understood that your implication and need questions must be improved to close future sales. To do this effectively, justify the costs involved, or better yet, highlight the gains that the prospect will have with your offer.
In these cases, it is super valid to mention success stories with needs and difficulties similar to those of the potential client.
Capacity objections
Capability objections usually arise when you get ahead of yourself and make an offer to the prospect too soon. Here, the prospect is suspicious of the potential of your product or service and its ability to meet their needs.