Have you ever heard of the SPIN sales methodology? This technique has existed for over 30 years and was created by Neil Rackham, one of the authors who most influenced sales techniques in 1988.
This technique was so important that, to this day, it is one of the most used when B2B companies approach customers, especially for those that have complex products and services that require more explanations, in addition to high added value.
If you’re not yet familiar with this methodology, don’t worry, in this article, we’ll tell you everything you need to know about SPIN Selling, what advantages it presents for your company and how to implement it in a simple way.
Therefore, continue reading the text until the end and take the opportunity to put everything you learn here into practice.
What is SPIN Selling?
SPIN Selling is a sales methodology that defines the best questions that a salesperson should ask throughout the process of negotiating a contract or selling a company’s services.
The objective is to increase the sales that your company can make through techniques to identify customer pains and needs so that the customer can find the best solution for them.
For many, this is the biggest differentiator of the SPIN Selling methodology, instead of the salesperson offering a sales proposal to customers, it is the customers themselves who understand their needs and how the company can help solve them. Thus, the seller only guides the customer until the deal is closed.
But what does SPIN mean? This is an acronym that represents the terms Situation, Problem, Implication and Need-Payoff. Let’s understand what each of them means.
The first moment is the Situation. In it, the salesperson must gather as much information as possible about the customer so that they can understand what situation they are in and how they got to your company.
Secondly, it is time to understand what problems the customer is experiencing. Here, the salesperson must help the customer understand what pains and needs they have. It is important that the client reaches conclusions on their own and, therefore, they will naturally look for solutions to this problem.
The next step is to show the customer what the consequences of not solving these problems are, how they can influence them, etc.
Need for solution
Finally, the “N” is for the need for a solution. The name may be a bit self-explanatory, here the salesperson’s job is to show how the solution can help solve the pain points that the customer presented throughout the process.
What are the advantages of the SPIN Selling methodology?
Now that you know what the SPIN Selling methodology is, let’s understand exactly what advantages it can provide for your company.
The first advantage of this methodology is that it increases customers’ trust in your company. This happens because you demonstrate more proximity to them, wanting to understand what are the important points that they need to improve.
Building trust with customers increases the chances of them staying with your company for longer. Therefore, this strategy is a great way to retain your customers.
How to apply SPIN Selling in your company?
Now, let’s understand how it is possible to apply the SPIN Selling methodology to your company’s sales in just 4 simple steps.
SPIN Selling starts right at the beginning of the conversation with the customer. Here, it is important that you keep it brief and avoid talking directly about your business, just try to understand more about the customer.
The next step is to identify customer needs and understand how your solutions can help solve them. Here, you should ask several questions to understand the customer’s pain points.
Once you understand what the difficulties are and how your company can help, it’s time to direct the conversation to your solutions, showing how they can solve the problems.
Finally, it’s time to close the deal. If the previous steps went smoothly, the time to make the commitment official shouldn’t have many problems either.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!