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Resumen del libro “Ventas SPIN” de Resumen del libro “La empresa emergente” de Rafael EcheverriaResumen del libro “Reuniones que MatanNeil Rackham. PDF_VentasSpin.pmd Created Date: 2742Z. Jun 5, 2018 - Elmer WHEELER, famoso asesor de ventas. Etapas del proceso de ventas.pdf. Metodo Spin - Free download as Word Doc.

SPIN Selling: Stop Fumbling & Start Making Sales SPIN Selling, a great model, was the brainchild of Neil Rackham who authored a book of the same name in 1988. SPIN Selling is based on extensive research by Rackham and his company, Huthwaite. They examined large, complicated sales scenarios. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional myths about closing sales. The book has been very successful selling over 150,000 copies.

The original survey showed that in successful sales calls it's the buyer who does most of the talking, which means that the salespeople are asking questions. Asking questions means that the salesperson is building Rapport with the buyer, building sales rapport with the buyer allows the buyer to feel more comfortable talking. SPIN Selling proposes there are four types of questions, thus SPIN stands for: • Situation ( questions ) • Problem ( questions ) • Implication ( questions ) • Need-payoff ( questions ) Want to know more? Click the Button Below Situation Questions deal with the facts about the buyers existing situation. Problem Questions ask about the buyer's pain and focus the buyer on this pain while clarifying the problem, before asking implication questions. These give Implied Needs. Implication Questions discuss the effects of the problem, before talking about solutions, and develop the seriousness of the problem to increase the buyer's motivation to change.

Need-Payoff Questions get the buyer to tell you about their Explicit Needs and the benefits your solutions offers, rather than forcing you to explain the benefits to the buyer. Getting the buyer to state the benefits has greater impact while sounding a lot less pushy. What these questions do is probe for explicit needs. The research uncovered the following facts: The first students trained in the 'SPIN' model showed an average of 17% improvement in sales results. This is not surprising, I well remember the quote, (but not the author), that says: People do not buy from salespeople because they understand their products but because they felt the salesperson understood their problems.

The more Situation Questions asked in a sales call the less likely it was to succeed. Most salespeople asked more Situation Questions. The more senior the buyer, the less they like answering factual questions.