SPIN
S
Situation- basic background info
SPIN
P
Problem- about difficulties or dissatisfaction
SPIN
I
Implication- effects or consequences of problems
SPIN
N
Need Payoff- value and usefulness of solution
FAB
feature, advantage, benefit
-product is designed better than other & easier to hold
FEBA
feature, evidence, benefit, agreement
-pen is specially designed "hold this, isn't it great
3 legged stool
resonate, substantiate (provide evidence), differentiate
resonate
Buyers have to want and need what you're selling
differentiate
Buyers have to see why you stand out from the other available options.
substantiate
Buyers have to believe that you can deliver on your promises
3 characteristics of a challenger sale
tailor, teach, take control
challenger vs spin
-tells prospect what they believe their problems are instead of asking
challenger vs spin
-tells prospect what they believe their needs are instead of asking
challenger vs spin
describes what could happen if the buyer doesn't act instead of asking
challenger vs spin
tailors discussion, must resonate
challenger vs spin
provides rational drowning, must substantiate
time objection
I don't have time to talk or meet rn/ not interested
product objection
I don't like __ about this product
source objection
we dont like manufacturer/ happy with what we have
price objection
too expensive, not in the budget rn
need objection
I don't think I need this" never done it that way
direct/indirect objection handling
telling someone they're wrong
compensation objection handling
benefits outweigh negatives
referral objection handling
feel, felt, found- speaking about another company
revisit objection handling
boomerang- turn around objections by using the objection to prove they're wrong
acknowledge objection handling
buyer voices opinion or concerns more to vent frustration rather than anything else
-let buyer talk, acknowledge, pause, continue convo
postpone objection handling
buyer raises objection you'd rather answer later after discovering their needs
-ask permission to postpone your answer
curiosity objection handling
I'm not interested" ask why without being pushy
pre-empting objection handling
tell them possible objection before they object so it cannot be brought up
test close
what do you think so far
balance sheet close
pros/cons "pros outweigh cons
assumptive close
assume they're buying "do you want this in red or blue
conditional close
if I can get this for you with 5% discount..
benefit summary close
summarize all good things
direct close
do you want to buy
compliment close
you're gonna look great in this car
amiable social style
-clean and friendly
slow at taking action, builds relationships, seeks security
driver social style
-professional and clean for guests
decisive actions/decisions, likes control, good administration skills
analytic social style
-professional, unorganized
cautious actions/decisions, likes structure, good problem-solving
expressive social style
-fun, energetic, fast-paced
-spontaneous actions/decisions, likes involvement, good persuasive skills
innovators
-first people to adopt new tech
-want it for free
-gate keepers
early adopters
-risk takers, want brand new things
majority early
-waiting for price drop, easy & reliable product
majority late
don't want to be left behind, conservative
laggards
hate change- not worth selling to
dan pink chapter 6
clairity- capacity to help others see situations in fresh and more revealing ways to identify problems they didn't know they had
dan pink chapter 7
Pitch- offer something so compelling that it begins a conversation
-one word pitch- "search" google, "priceless" mastercard
-question pitch- "are you better off now than you were 4 years ago"
-rhyming pitch- minds make sense of stimuli
-pixar pitch- once