Spin Selling.pdf | ((top))

"Which CRM do you currently use?" The trap: Most rookies ask too many of these. They sound like census takers. Rackham found that high performers ask fewer situation questions. They do their homework before the meeting.

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This is the most critical and difficult aspect of the methodology. Implication questions explore the consequences of the buyer’s problems. They ask, "What happens if you don't solve this?" and "How does this affect your output/revenue/staff?" These questions serve to make the problem "hurt" more, transforming a latent need into an active need. By guiding the buyer to articulate the severity of the problem themselves, the salesperson builds the value of the solution internally within the buyer’s mind. "Which CRM do you currently use