SPIN method to get your client needs and what is the price of it

Hello everybody:

Here Pepe again... I wanted to share something pretty interesting thought about SPIN method. It's a very good form of reaching a client and get him to tell you what they need. At first, you cannot offer full auditory but you need to get a job that is fair for both of the parts.

The SPIN method (or SPIN Selling) is a classic consultative sales framework developed by Neil Rackham. Instead of pitching features, the seller guides the buyer to realize their own needs by asking four specific types of questions in sequence: Situation, Problem, Implication, and Need-payoff.

Speak your local llm about it and learn it. This is the way to get the client to tell you what problems do they have and what is costing them. If you get a client to tell you their problems and the cost, it's a no brainer, you deliver a solution at a fraction the cost of the problem. This is not new. I've had a great meeting today using this method and i got exactly what i needed in order to make them an offer.

Let me know your comments.

Peace

1 comment

SPIN method to get your client needs and what is the price of it