Selling Techniques- Day 1

SPIN is an abbreviation of :

• Situation, Problem, Implication, Need-payoff

• Solution, Problem, Interest, Need-payoff

• Situation, Priorities, Implications, Interest

What is the main tool and the purpose of SPIN selling?

Which sales technique makes the buyer think positively, so in the end, they

feel they made the decision on their own?

• Spin

• Snap

Spin Selling technique helps the agent:

• Tell stories to the client.

• Push the clients and make the sale.

• Understand the clients' issues and check if their offers can serve their needs.

• Talk slowly.

Snap Selling consists of:

• Smiling on a call can translate into positive energy.

• Talking about the agent's private life.

• Making the buyer think positively and help him/her make a decision.

• Manipulating to close a deal.

Which sales technique is referred to in the following questions? :

What issues do you have with this option? What were you doing to overcome difficulties when you were buying with another company? (The agent is focused on negative impact of issues).

• Solution selling

• Suggestion Selling

• Snap selling

• Spin selling

What are the 4 basic components of Snap Sellig?

• Situation, Implication, Need payoff

• Situation, priorities, Invaluable, Align

• Keep it Aligned, Raise questions, Be Valuable

• Keep it Simple, Be Invaluable, Always Align, Raise Priorities

How to create a trustworthy relationship with the client?

• Tell more about our projects.

• Recommend him the site to find reviews about us.

• Promise a good discount.

• Highlight your achievements.

“_____ focuses on the way a customer thinks and how you can react to that.”

• Spin

• Snap

• Solution

• Sandler

What would you say if the client expressed some concerns about the flight.

• Sir, this is the best I can do for you.

• I can't find another flight option for you.

• Would you mind telling me a little bit more specifically what uncertainties you have with this option?

• You have to take the decision right now.