SPIN Technique in Hot Calls
Posted: Sun Dec 22, 2024 8:08 am
It is necessary to start a dialogue by involving a potential client in a conversation. To achieve this goal, you need to master the art of formulating the right questions. They should be asked in an open form to avoid short answers like yes or no. This promotes active involvement of the client in the conversation, helps the manager to identify the maximum number of his needs.
Basic rules:
The last sentence should be vietnam number interrogative.
The one who formulates the questions controls the discussion process. If the manager starts answering the client's questions, it shows that the conversation is not successful for the seller.
In this situation, the SPIN scheme of telephone sales comes to the rescue. Its use is an effective method of collecting information and potential direction to decision-making.
SPIN Technique in Hot Calls
An effective strategy for achieving success in telephone sales includes 4 levels of questions (S-P-I-N) that encourage the interlocutor to make a decision about a purchase. It is important to ask them in a group one by one. An example of using the SPIN scheme when selling a CRM system:
Situational questions. To clarify general information: Is your company large? How many employees are planned to be connected to the system? What are you using now? What is the percentage of paid orders? What are the main sources of traffic do you use?
Problem questions are needed to include the essence of the problem and show the importance of changing the system to a more convenient one: How is a large volume of applications processed? Are there any difficulties in managing the client base and repeat sales? Do employees have time to collect and register feedback after the sale of goods?
It is necessary for the seller to be well aware of all potential problems that the client may have. This approach will provide an opportunity to formulate questions taking into account the weaknesses identified.
Extractive Questions: Increasing focus on the need for a CRM system: Do specialists have enough time to work with the customer base? What is the volume of contacts in your customer base now? What is your forecast for conversion to sales among current customers? What is the potential value of additional sales?
Leading questions. They need to motivate the customer to purchase and close the deal. Do you need to have an accurate idea of where the customer heard about you so that you can avoid unnecessary expenses on ineffective advertising and use the most profitable sources? Would the problem be solved with a new CRM that includes an automated SMS messaging system? Etc.
Then the customer begins to realize the need for a purchase and studies the options. At this stage, it is recommended to offer the best one that fits the buyer's budget.
Questions are formulated in advance and carefully worked out, especially if the target audience is clearly defined; in this case, you can provide a script according to which your employee will conduct the dialogue.
Basic rules:
The last sentence should be vietnam number interrogative.
The one who formulates the questions controls the discussion process. If the manager starts answering the client's questions, it shows that the conversation is not successful for the seller.
In this situation, the SPIN scheme of telephone sales comes to the rescue. Its use is an effective method of collecting information and potential direction to decision-making.
SPIN Technique in Hot Calls
An effective strategy for achieving success in telephone sales includes 4 levels of questions (S-P-I-N) that encourage the interlocutor to make a decision about a purchase. It is important to ask them in a group one by one. An example of using the SPIN scheme when selling a CRM system:
Situational questions. To clarify general information: Is your company large? How many employees are planned to be connected to the system? What are you using now? What is the percentage of paid orders? What are the main sources of traffic do you use?
Problem questions are needed to include the essence of the problem and show the importance of changing the system to a more convenient one: How is a large volume of applications processed? Are there any difficulties in managing the client base and repeat sales? Do employees have time to collect and register feedback after the sale of goods?
It is necessary for the seller to be well aware of all potential problems that the client may have. This approach will provide an opportunity to formulate questions taking into account the weaknesses identified.
Extractive Questions: Increasing focus on the need for a CRM system: Do specialists have enough time to work with the customer base? What is the volume of contacts in your customer base now? What is your forecast for conversion to sales among current customers? What is the potential value of additional sales?
Leading questions. They need to motivate the customer to purchase and close the deal. Do you need to have an accurate idea of where the customer heard about you so that you can avoid unnecessary expenses on ineffective advertising and use the most profitable sources? Would the problem be solved with a new CRM that includes an automated SMS messaging system? Etc.
Then the customer begins to realize the need for a purchase and studies the options. At this stage, it is recommended to offer the best one that fits the buyer's budget.
Questions are formulated in advance and carefully worked out, especially if the target audience is clearly defined; in this case, you can provide a script according to which your employee will conduct the dialogue.