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SPIN Selling - Coggle Diagram

- - - - Turn Implicit Need into Explicit Need.
  - - - You have to get the buyer to sell for you.
  - - - Write down a potential problem that the customer may have 2. Write down which related difficulties this could lead to - Be aware of those that reveal that the problem is more severe than thought before 3. For each difficulty write down the questions it suggests.
    - - Get a friend and talk to them about their wants
        
        Why is that important? How would that help? Would it be useful if...? Is there any other way this could help you?
- - - - The Most Important part of Major Sales
    - - A must in any type of sale.
    - - Introduction, opening convo etc. Before real selling beggins
    - - In Major Sales, we use Advances - Multiple smaller commitments that lead to the final one.
  - - - Problem Questions.
        
        Asking about difficulties in the area where our product can help, people usually don't ask enough of these.
      - Implication Questions.
        
        They ask about the consequences of the customers problems, people usually don't ask enough.
      - Situation Questions.
        
        Questions about Facts and Background - Don't ask too many.
      - Need-Payoff Questions.
        
        The customers tells YOU the benefits that your solution could offer.
- - - - Reduce the purchase satisfaction of the buyer.
  - - - Advances Contain Clear Objectives - Get them to come to a demonstration, speak to their boss etc. While Continuations are vague without specific goals.
    - - Checking that key concerns are covered
      - Summarize key points - Especially the Benefits
        
        As the sales calls are usually quite long
      - Focusing on the Investigation and Demonstration Part of the Sales Process
        
        Very high focus on Investigation part - If you wake up an urgent need in the customer, you don't need to close.
      - Proposing a commitment
        
        It either should advance the sale or bring the customer to their maximum realistic commitment at the moment.
- - - - Quantity before quality.
        
        Practice in Safe Situations.