Use spin selling to be better at sales

One of the problems in sales is that sales people get stale. They are trained at first and left by the company to get on with their own devices. Sales people like to learn new skills and develop, this is where spin selling comes in. Not only does it make sales people more effective, it also helps them to be engaged again. So what is spin selling? How does it work? Enter our guide.

In this guide, you’ll find everything you need to know to get started with spin selling, including:

• What spin selling is and why it’s important.
• The different ways of introducing questioning and how it works.
• Tips, tools, and best practices to succeed with spin selling.

Read on so you can learn how spin selling can make you a better sales person.

What is spin selling?

Spin selling is a proven style of selling. The element that makes it work is questioning techniques, it identifies the customers need. If you are struggling to find out why your customer should buy, then it will be because you are not asking the right questions. Spin selling will help you to identify your customers needs and how your product or service offers a solution.

Once you get your line of questioning correct and match your product to the customers needs, you will see your conversion rate soar. You will build rapport, you will learn to have a conversation about the customers needs, and you will close more sales.

Why is spin selling important?

Spin selling should be important to all sales people and sales companies. It should be incorporated in every sales pitch and script. It helps to get the sales person used to asking the right questions.

• Need Find: Using spin selling will help the sales person to ask the right questions, identify what is important to customer and move the conversation to matching a solution to there need.
• Higher Conversion: Using spin selling will help to build rapport, show genuine interest in the customers business and actually offer them a solution that is viable for their business. It is not always the obvious benefits that sell the product.

How spin selling works

Spin selling is a fantastic framework of part of the sales process we have spoken about previously. Potentially the most important part of the process in actual fact.

Situation

Situation refers to understanding the current position the client finds themselves in at the moment. It is the reality of their company, what is their industry, what is their product or service. Are they a market leader, how many products do they have. The list is endless, but it about finding out about their business.

Problem

The next step is to identify what problems they are currently facing. This could be anything from struggling to expose their product to a larger audience, or cannot source materials in the UK. Uncover that problem, it will be something that is on their mind.

Implication

Implication is literally, what is the problem causing, what are the effects. The problems we have discussed so far, what effect is it having on your business? This could be anything from the current process is not cost effective to they want to reach more people in order to grow the business. Their are so many outcomes here, with true questioning the true motivation of the client will come to light.

Need-Payoff

By this point you will have a good idea as to how the customers company works, what problems they face and how that will effect them. The next step is to understand if nothing is done to solve this problem what will happen over the months or years. Then simply start to link in how your product or service will help them with the problems they have told you about.

How to use spin selling successfully

To use spin selling effectively and successfully, you need to understand your own product first. It is so important to know your product and it’s benefits before you start to approach potential customers. You want to understand how it will help companies or people first.

Once you understand that, you want to put together series of questions to ask your customers, which truly ask the right questions. You want to genuinely be interested in the people you are speaking with.

Spin selling tips

Before you set out, understand the structure of questioning. Once you understand the frame work, you will recognise how natural it is, like having a conversation. Get your important questions out and then let the conversation flow, there are customers out there looking for your product or service.

Do not start forcing questions, let the conversation flow. When the customer answers your questions, probe and ask follow up questions.

Get started with spin selling today

That’s how top performers use spin selling to increase their meetings and conversions. The best part about using this approach is that it’s not based on theory, it’s proven to work in the real world.

Now that you’ve seen how well spin selling works, it’s time to carve out some time to put at least one of these tips into practice soon.

Also which part of SPIN are you most excited to try first? Let me know by leaving a quick comment below.