M16-S2 - Sales Methodologies

In this session we talked about the difference beween Manipulative sales or hard sales and Consultative sales. The last one won :-)

Furthermore and more importantly we talked about the SPIN sales method described in The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

SPIN selling

In the book The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources the acronym SPIN is defined to denote:

• S Situational Questions
• P Problem Questions (implicit needs)
• I Implication Questions
• N Need Payoff Questions (explicit needs)

	Definition	Impact	Advice
Situational Questions	Finding out facts about the buyers existing situation	Least powerfull of the SPIN questions. Negative relation to success. Most people ask to many	Eliminate unnecessary Situation Questions by doing your homework in advance
Problem Questions	Asking about problems, difficulties or dissatisfactions that the buyer is experiencing with the existing situation	More powerful than Situation Questions. People ask more problem questions if they get experienced at selling	Think of your products or services in terms the solve for buyers, not in terms of the details of characteristics that your product possesses
Implication Questions	Asking questions about the consequences or effects of the buyers problems, diffulcties or satisfactions	The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions	These questions are the hardest to ask. Practice and read the tips!
Need Payoff Questions	Asking about the value or usefulness of a proposed solution	Versatile questions used by a great deal by top salespeople. Positive impact on customers who rate calls high in Need payoff questions as helpful and constructive	Use these questions to get buyers tell you about the benefits that your solution can offer

How you make the sale

Outside of the scope of the MBI i read "How to make the sale" from Frank McNair as a preperation: Author:Frank mcNair

Title:How you make the sale

ReadingCompleted:true

Rating:****

Amazon link: How you make the sale

Summary: How you make the sale is an instructive practical book with guidelines and a process for sales. It describes the following steps in the sales process:

Chapter 1, Selling as a service Chapter 2, how buyers decide to buy Chapter 3, How does as sale unfold? Chapter 4, Research prior to the sale Chapter 5, Meet and greet Chapter 6. Discovery Chapter 7, Features and Benefits Chapter 8, Making the Case Chapter 9, Dealing with Resistance Chapter 10, It is OK to ask for the order Chapter 11, Following up for ongoing profitability Chapter 12, Launching your sales ship for a successful voyage

The Sales Process

In How you make the sale the Sales Process is defined with the following steps:

1. Step 1, Research prior to the sale
2. Step 2, Meet and greet
3. Step 3, Discovery
4. Step 4, Features and benefits
5. Step 5. Making the case and presenting the solution
6. Step 6, The objective is objections: dealing with resistance
7. Step 7, Closing: it is OK to ask for the order
8. Step 8, Following up for ongoing profitability