How to use the "Spin Selling" Method To SELL
Summary
TLDRThis video script offers an in-depth breakdown of the SPIN selling technique, a proven method for high-ticket sales. It's based on extensive sales call data and focuses on three stages: creating sales, understanding the customer's situation, and having in-depth conversations to identify and expand on their problems and needs. The script emphasizes the importance of asking the right questions to uncover the true scale of a client's issues and their implications, ultimately leading to a confident presentation of a solution that justifies a higher price point.
Takeaways
- 📚 Spin Selling is a sales strategy based on 35,000 sales calls, making it a highly studied and proven method for high-priced sales.
- 💡 The strategy is designed for high consequence sales, where the outcome of the sale has a significant impact on the customer's business.
- 📈 Spin Selling is divided into three stages: creating the sale, the sales conversation, and closing the sale, with the strategy focusing on the middle stage.
- 🤝 The sales conversation stage is crucial for high-ticket sales and involves in-depth discussions to understand the customer's business, problems, and needs.
- 🔍 Situational questions are the first type of questions asked to understand the context and current state of the customer's business.
- 🚫 Problem questions are used to identify issues that the customer is experiencing, which could be potential areas for the seller's product or service to address.
- 💥 Implication questions help to expand on the identified problems, exploring how they impact the customer's business and the potential negative consequences.
- 🌟 Need-payoff questions shift the focus to the positive outcomes and benefits the customer would experience if the problems were resolved.
- 💼 The strategy emphasizes the importance of asking the right questions to gather information and build a case for a high-priced sale, rather than jumping straight to a sales pitch.
- 💰 By understanding the customer's situation, problems, implications, and desired outcomes, sellers can effectively communicate the value of their product or service and justify a higher price point.
Q & A
What is the main focus of the video on spin selling?
-The video focuses on explaining what spin selling is, how it can be used, and how it helps in making high ticket sales. It breaks down the method into detailed sections to ensure the viewer walks away with a clear understanding of the spin selling strategy.
How is spin selling different from other sales methods?
-Spin selling is based on 35,000 sales calls and is considered one of the most studied and proven sales systems. It is a specific method for high-priced sales, unlike many other sales methods which may be based on a single person's experience or theory.
What are the three general stages of the sales process as mentioned in the video?
-The three general stages are creating the sale, having a sales conversation, and closing the sale. Spin selling focuses on the middle stage, which is the sales conversation, between finding potential customers and closing the sale.
What is the difference between low consequence sales and high consequence sales?
-Low consequence sales are those where the decision does not significantly impact the customer's life or business, like buying a pair of jeans. High consequence sales, on the other hand, have a significant impact on the business and require careful consideration before making a decision, such as undergoing a life-changing operation or investing in a high-priced service.
Why is it important to ask questions in the spin selling method?
-Asking questions is crucial in spin selling because it helps gather information about the potential customer's business, their problems, and their needs. This information is essential to offer a tailored solution and to make a sale that is relevant and valuable to the customer.
What do the acronym SPIN stand for in the context of spin selling?
-In spin selling, SPIN stands for Situation, Problem, Implication, and Need-payoff. These represent the four types of questions asked during the sales conversation to understand the customer's situation, identify their problems, explore the implications of those problems, and discuss the benefits of resolving them.
Why should a salesperson not jump straight to offering a solution after identifying a problem?
-Jumping straight to a solution after identifying a problem can limit the salesperson to a low price point. This is because the customer only sees a small problem that needs fixing. By exploring the problem and its implications, the salesperson can demonstrate that the issue is larger and more impactful, justifying a higher price for the solution.
How do implication questions help in the spin selling method?
-Implication questions help to expand on the identified problems by exploring how they impact the customer's business. This揭示 the full extent of the problems and their consequences, making the customer realize the severity of the issues and the value of resolving them, which can lead to a higher perceived value of the proposed solution.
What is the purpose of need-payoff questions in the spin selling process?
-Need-payoff questions serve to build the positive side of the customer's motivation. They help the customer envision the benefits of resolving the problems and achieving their goals. This builds excitement and desire for the solution, making the customer more likely to invest in a high-priced service or product.
How does understanding the customer's situation, problems, and implications help in closing a high-ticket sale?
-Understanding these aspects allows the salesperson to tailor their pitch to the customer's specific needs and desires. By addressing the problems and their implications, and by highlighting the positive outcomes of resolving these issues, the salesperson can demonstrate the value of their offering, making it easier to justify and close a high-ticket sale.
Outlines
🔍 Introduction to Spin Selling
This paragraph introduces the concept of 'Spin Selling', a sales strategy designed for high-ticket items. The speaker emphasizes that Spin Selling is backed by extensive research from 35,000 sales calls and is a proven method for selling high-priced products or services. It's noted as a structured approach that contrasts with typical sales pitches, focusing on understanding the customer's needs and problems through in-depth conversations. The speaker shares personal experience, highlighting how Spin Selling helped transition from smaller to significantly larger sales figures.
📈 Understanding High Consequence Sales
The speaker differentiates between 'low consequence' and 'high consequence' sales, explaining that the latter involves significant financial or operational impact on the customer's business. High consequence sales require a more consultative approach, ensuring the customer is confident in the decision to purchase. The paragraph underscores the importance of the middle stage of the sales process where Spin Selling is applied, focusing on having detailed conversations to understand and address the customer's business needs.
🤔 The Importance of Asking Questions
This section delves into the rationale behind asking questions in high consequence sales. The speaker explains that unlike low consequence sales, where customers often know what they want, high consequence sales require a deep understanding of the customer's business. The goal is to gather information through a series of questions to tailor the sales pitch to the customer's specific needs. The speaker stresses the importance of not assuming but instead uncovering the customer's problems and potential solutions through dialogue.
🔎 Identifying and Exploring Problems
The speaker discusses the process of identifying problems within the customer's business as a critical step in Spin Selling. It's highlighted that merely identifying a problem is not sufficient; the implications of the problem must be explored to understand its full impact. This exploration helps in expanding the perceived size and severity of the problem, which is crucial for justifying a higher price point when proposing a solution. The speaker advises against prematurely offering solutions and instead encourages a thorough investigation of the problem's implications.
🌟 Leveraging Positive Motivation
In this paragraph, the speaker introduces the concept of 'need-payoff' questions, which focus on the positive outcomes and benefits the customer desires. These questions help build a vision of what the customer wants to achieve, beyond just fixing existing problems. By understanding the customer's goals and aspirations, the salesperson can better align the proposed solution with the customer's desired outcomes, thus increasing the value proposition and the likelihood of a successful high-ticket sale.
💼 Closing the Sale with Confidence
The final paragraph wraps up the Spin Selling method by discussing the transition from problem exploration to solution presentation. The speaker emphasizes the importance of using the information gathered during the questioning phase to confidently present a solution that addresses both the problems and the desired outcomes. The goal is to create a compelling case that justifies the investment in the high-ticket item or service, ensuring the customer sees a clear return on investment and added value.
Mindmap
Keywords
💡Spin Selling
💡High Ticket Sales
💡Situational Questions
💡Problem Questions
💡Implication Questions
💡Need Payoff Questions
💡Consequence of Sales
💡Sales Conversation
💡Closing the Sale
💡Sales Strategy
Highlights
Spin selling is a method for high-priced sales based on 35,000 sales calls, making it a highly studied and proven sales system.
The method is particularly effective for moving from low to high-priced sales, as it provides a structured approach to sales conversations.
Spin selling does not cover the initial stage of finding customers but focuses on the middle stage of the sales process, the sales conversation.
The difference between low and high consequence sales is crucial; spin selling is designed for high consequence sales where decisions have significant impacts.
High consequence sales require a more complex and nuanced approach than low consequence sales, which often follow a more straightforward sales pitch.
Spin selling involves asking four types of questions: Situational, Problem, Implication, and Need-Payoff, to deeply understand the customer's needs.
Situational questions set the context by understanding the business's current state and operations.
Problem questions are used to identify potential issues within the business that the salesperson can address.
Implication questions expand on the identified problems, exploring how they impact the business more broadly.
Need-Payoff questions focus on the positive outcomes and benefits that resolving the problems would bring to the business.
The method emphasizes the importance of asking questions to gather information rather than making assumptions about the customer's needs.
By understanding the implications of a problem, a salesperson can justify a higher price point for their solution.
The positive motivation, or Need-Payoff, is as important as addressing the negative problems in the sales conversation.
The video provides a detailed breakdown of each stage of spin selling, offering a comprehensive guide to mastering the method.
The speaker shares personal experience with spin selling, illustrating its effectiveness in moving from small to large-scale sales.
The video concludes with practical advice on how to transition from the spin selling method to the closing stage of a sales process.
The method is positioned as a tool for salespeople to not only understand customer needs but also to effectively communicate the value of their offerings.
Transcripts
all right welcome so in this video we're
gonna break down spin selling what
exactly it is how you can use it how
it's gonna help you to sell one of the
best books there is one of the best
methods there is on high ticket sales so
selling something for a decent price so
in this video we're gonna break it down
look at all the different parts and then
see how it works alright so welcome to
this video on spin selling I'm gonna
break it down in a lot of detail
probably not going to be the shortest
video on YouTube but it is going to be
the video we walk away understanding
what's been selling is how to use it how
to make some big sales using the spin
selling strategy so there's a lot of
different things to cover it spin I'm
gonna break it down into sections by the
end of this video you'll have a really
clear idea of how to use it the first
thing about spin that you got to know is
that it's based on 35,000 sales calls so
I mean look at any sales system out
there or sales theory a lot of the time
it's one person who tried something and
they're letting you know what they did
with spin selling it's based on a lot of
different services a lot of different
products sold at a high price point a
lot of different sales people and this
is common ground that all the successful
sales call it's used to close those
sales so really really cool I think it's
probably the most studied and proven
sales system that there is so really
cool thing about spin is it's a specific
method for high priced sales so selling
something at a high price if you're
currently selling a certain service or
product at a low price and you want to
move up to offering that at a much
higher price spin selling is a really
effective method to start making those
sales calls to start having an actual
game plan when it comes time to talking
to potential customers this is something
that helped me a lot in the past for
quite a long time I was stuck at two
hundred three hundred dollar sales for
web sites which is my own service spin
selling is one of those things that
really helped me to move up to ten
thousand twenty thousand dollar sales so
I really love Spence Elling let's get
into how it works what it all means okay
so for when you start it's been selling
a really important thing to know is
where it goes into your sales process
and I've broken this down for this video
into three general stages of clothes
so you have the first pack which is
creating the sales so this is you go out
there into the marketplace and you find
potential people to sell to so maybe a
warm lead maybe a referral
maybe you've some sort of incoming
marketing maybe you're doing cold
prospecting now spin selling doesn't
cover this stage of the sales process
it's up to you how you find your
customers whit's been selling it's not
going to show you that stage of creating
the sale what it is going to show you
though is in between these two stages
between finding people to sell to and
closing the sale you know your pricing
what you're going to do how the
project's gonna work in the middle here
with a high price sale you've got to
have hopefully you can see the bottom
you've got to have a sales conversation
and this is a crucial part of high
ticket selling high price selling is
there's always gonna be it could be one
it could be several but in-depth
conversations where you talk to the
customer you figure out what's going on
with their business what their problems
are what their needs are and then you
come up with a solution together to best
suit what's gonna be best for them this
is where you spend selling it's in the
middle between creating the sale and
closing the sale during this
conversational stage this is where in
spin selling comes in and where it's
really going to be highly effective
alright so Before we jump into the
actual spin selling method I want to
show you the difference between little
no consequence sales and high
consequence sales what happens here is a
lot of us know how to sell at this price
point little no consequence but when we
use those same techniques those same
methods the same approach that has been
working up here and we try to use it for
high consequence sales it just doesn't
work
spin selling is for high consequence
sales it isn't for a little no
consequence sales so what exactly is the
difference between these two different
types of sales little no consequence
sales are something that doesn't matter
too much for the customer and if they
make the wrong decision it's not going
to be the end of the world so imagine
you go into a store to buy a pair of
jeans or you're buying a pair of jeans
online you pick out your size you pick
out your color you like the particular
style you go ahead and you order now if
those pair of jeans aren't perfect it's
not the end of the world you're not
going to lose your life you're not going
to lose your business it's not going to
be
/ so that sort of sale is a little no
consequence sale when someone comes to
you and you're a gene sales person it's
pretty easy in a way to sell that sort
of stuff because someone's come to you
they know what they want you just have
to show them kind of the selection you
show them the features and you wrap up
that sale with high consequence sales
it's very very different this is
something that has real impact if the
person makes the wrong decision and to
give an example of this let's say having
an operation you go into a doctor you
are not feeling well and you're
discussing maybe going ahead with a
life-changing operation that is
something that you're not going to
decide in two three minutes that is
something that you're going to think
about you're going to ask questions
you're going to need certain information
you want to know that that's the right
decision
now apply that same logic to a business
when we're selling a service high
consequence sales are when our product
has a real impact on the business but if
it's done incorrect if it's done the
wrong way it's gonna have a huge
negative impact on the business it could
mess up their whole sales system it
could turn away a bunch of potential
customers it could do some real damage
for these sort of sales we have to use
the spin selling method and it's really
really effective making the customer
feel secure making them feel confident
making them really feel that this is the
right decision for them how it's gonna
work
what problems it's gonna solve what
value it's gonna create so if you've
been at this stage so far and even using
certain methods it's good that you have
the experience but you're really gonna
have to switch up your game to move to
these high consequence sales all right
so we're jumping into the actual spin
method what you might not have known or
maybe you did or spin selling stands for
four different types of questions the
four types are asked for situational P
for problem I for implication and and
for need payoff we'll get into exactly
what these are how it works in detail in
a few moments the first thing that I
want to cover is why we're asking
questions in the first place
alright so to understand why we're
asking so many questions one of these
big sales let's go back to the
difference between low consequence sales
and high consequence sales for a low
consequence sale it's not a big deal for
the person buying they do want this but
again it's not going to be the end of
the word
if they make the wrong decision so
usually what a sale like that people
come to you they want the product of the
service and you have kind of a polished
sales pitch you know in general what
they're after it's a pretty specific
service or product so you go to your
sales pitch you give them the features
the benefits you talk about the great
price point how it's gonna help them
they have one or two questions and for
the most part it follows a pretty
consistent path towards the sale or
towards a no sale with a high consequent
sale where we're going to need spend
selling that is definitely not the case
and why it changes is because things are
much more complex this is a high-risk
sale for the person buying and they need
to know it's the right solution for them
for us to just guess and so just give a
generic sales pitch is not going to be
effective we got again information we
got to understand what this business
does how exactly they do it who do they
serve who their customers are what are
their problems what's holding them back
what's going to help them sell what's
the value potential value if we're able
to solve this situation and improve
their business now for us to guess that
stuff we could guess maybe we dealt with
a similar business in the past it's not
a good strategy because a lot of the
time we're not going to be correct and
we're pushing something on them that's
at a high price point at a high
consequence without having the right
information it's not the way to do it
we've got to get the information so how
do you get information we don't know it
or we know very little at this stage we
got to go through a series of questions
and that is what's been selling is it's
the right order and the right sort of
questions to get the information that we
need to have a very good chance or the
best chance possible at making a sale so
let's get into the actual questions I
hope the first part of this makes sense
that you understand why we're asking
questions in the first place and why
it's so important to ask these questions
if we want to have the best chance
possible to close this deal to close
this project or whatever it is so let's
get into the first question all right so
the first sort of question is situation
question I like to think of these as
context so Before we jump into the more
complex style of questions all we're
gonna do is first figure out what is
going on with this business and that
makes sense we want to have good in
before we start getting into the
specifics of how we can help what
problems they might have so what we're
going to do in this first stage with
situational questions is just very
quickly because we you know don't waste
too much time in this stage it's not
gonna help a cell directly but it is
something that we need to know before we
go ahead we want to figure out you know
who what why of this business who are
they selling to what they do what's
their main value point what's the
current situation how do they currently
sell how do they feel about their sales
system how many employees all the sort
of stuff the thing is these sort of
questions are pretty boring for the
potential customer to answer it's just
them listing off information they don't
see so much value in this so far so this
stage we have to keep pretty fast and if
you can't make sense to research the
business beforehand and only ask
questions that are you know leading
towards a sale and that you really do
want the information about if I'm
selling a website doesn't really matter
how many employees they have not so much
what I want to focus on in that example
is okay where you're getting your sales
from right now how is the website
performing at the moment what's your
typical sales process from start to
finish how many visitors are you getting
a month those things are good questions
too for me to start figuring out the
situation of what is going on with this
business understanding the context
understanding what it is and if you
think about you know visual analogy what
you're doing here is you're mapping out
the business you're looking at what is
there before you jump in further so that
is situational questions I'll put some
examples in the description of this
video but basically the first stage of
this is just getting the right
information and understanding what this
businesses how they do it who they serve
what their product or service is and
what's going on at the moment you got to
do it kind of fast but this is where you
got to start all right so the next stage
of this is problems I hope you're
enjoying my sketches if you are smash
that like button so what we've done in
this first stage is we figured out the
situation of the business we understand
the context what they do how they do it
who the help and so on what we're now
going to start doing is getting
information that's going to help us sell
this information doesn't help itself we
know this
about the business who cares the owner
that's not going to motivate them
whatsoever what we need to start doing
is finding problems problems that are
painful enough that the potential
customer might pay or hopefully pays to
resolve those problems so once you know
what's going on with the business and
you have an idea of who their customers
are how it works what they so in my case
I sell websites so what's going on the
website how the sales process works we
start looking for potential problems so
we go from general situational questions
like you know what exactly do you sell
to okay when you guys are selling to
your customers how do you feel your
communication is do you feel like it
could be better or do you feel like it's
on point do you think that customers
understand how much potential value that
you have to offer what I'm doing here is
I'm fishing for problems so I don't say
hey you guys got a problem I can see you
have a problem I start asking them
because I want the information to come
from their side first what I'm going to
do is for my particular service websites
I'm going to go to all the areas that I
would like to cover for potential
problems and just see what's there on
the surface level so do you have a
problem communicating with potential
customers do you have a problem with
your sales process and you know the
information that helps people make a
buying decision do you have a problem
with the sales process in regards to you
know someone comes in do they book do
they send an email do they go ahead and
reserve a sales call from a sales rep
the sort of stuff has the website
performing any issues there you know do
you feel good about the design any sort
of problems you know has the general
sales system I'm basically looking for
problems and I'm getting the customer
hopefully to state that they have some
issues in some of these areas now to be
honest nearly every business has an
issue with their sales stuff they always
want more sales they want more customers
they want more projects or whatever it
is that they do so all I got to do in
this stage with problems is ask good
fishing questions and I'm not at this
stage all I'm doing is looking for the
start of these problems and it's going
to lead into the next stage which is
implications but what we do to quickly
recap first get the general idea of what
is going on this bit
the context the situation then start
going through all the different areas
that you think whole potential for what
it is that you offer again I sell
websites I want to focus on the areas
that hopefully a website could help fix
there's no point me asking them hey how
BIG's your car crack you got enough
parking spaces for your stuff I don't
sell chiropractic sell websites so you
gotta be specific to what it is that you
offer when you're looking for problems
if it's not a problem you can't fix
don't focus on that it sucks for the
business owner but it's not something
you can help them with you gotta focus
on the areas where you can potentially
add value that brings us into the next
question
all right so in the problem stage
hopefully we incur at least one and
hopefully several problems on the
surface that we can see that the client
already has now in that last example
with the problem section I was focusing
on maybe they have a problem
communicating with their clients so what
I'm gonna do and I'll actually do this
for all the different problems that they
have but this is just to give an example
of one what I would do if the client
mentions yeah you know actually we kind
of do have a problem with the clients
right now there's certain services that
we have that people don't realize we
offer there's certain great projects
have done in the past that they're just
not aware of and I just feel like the
text on the website could maybe be
better and when people you know and we
get a sales call a lot of the time the
customers don't really exactly know what
it is that we do and what we offer and
you know how much we can help them so
basically what a lot of people do at
that stage some of the what not that
much excels experience is they think
great these people have a problem and
they go straight from that point to well
you know what I could do I could make
you a new website and I could put in
great content and we can solve all those
problems the mistake with doing that is
this if you jump in at this stage when
you just have the small initial problems
so they have a problem communicating
with their clients you have a problem
this big on their on the potential
clients radar they see the problem this
big so the only amount of money that you
can charge is also this big so this is
your money what we need to do before we
get to pricing our services if we want
to make a big sale is turn this problem
and this is how they perceive it
- this size and hopefully this is made
up of quite a lot of several problems
that are all really painful for the
client and why we're doing this is they
see whoa this is actually way worse than
I thought it's really hurting the
business so it is worth not spending
this amount it's worth spending this
amount and this is a huge difference
between people who sell at a low price
point and they sell at a big price point
is they jump in too early with a
solution they see that the client has a
small little problem straight away I can
fix that and the only price that a
client will pay because you haven't
explored this problem and the other
problems is a very small price to get a
big price for your services
you gotta explore problems so let me rub
this off so what we do is when we find a
potential problem like communication
with the clients we talk about this
problem and we go over all the things
that it's you know implicating so they
have a problem communicating with the
client okay we understand the problem
what's the implications of this problem
so are they losing sales are they
spending a lot more time on the phone
selling to these clients do they have
people who woulda bought more often if
they had understood exactly the value
that this business had and they had seen
all the different projects that them in
the past or they had seen how good their
service was at helping other people so
what we're doing is taking the small
problem and we're making it much bigger
now we're not exaggerating or lying
we're just exploring the problem and
showing that it's not just the initial
problem there's a lot of knock on things
that this impacts they're wasting time
that they could have spend elsewhere
explaining the same stuff to customers
all the time they're having people who
don't even go ahead and contact the
business because they didn't have the
right communication on the website and
these potential customers returned off
and they went to someone else
they have people who would have bought
at a higher price point but because of
the poor communication they didn't spend
that much they didn't believe in the
service or product as much what we got
to do is ask these sort of questions and
get that information from the potential
client all right so to visually show the
difference between an inning
salesperson and why they can only charge
so much an experienced salesperson and
how they can charge so much let's go
over it so the situational questions
both people start off on that doesn't
really build a sale it's not really
getting you to a big amount because it's
just factual questions about the
business now you get into the problems
people who are inexperienced will ask
some problem questions so hey do you
have a problem with this do you have a
problem of that and they'll build a
little bit of a need with the client it
won't be too much but the client
understands they have some problems they
probably already knew they had those
problems so you know the only way
they're gonna go ahead with that at this
stage is if it's nice and cheap okay
let's fix those problems whatever what
the experienced person does is sure they
talk about the problems as well and they
build it up but not only the problems
they build up the implication of those
problems and now the problems seem way
bigger way more severe way more serious
it's damaging the business it's holding
the business back they didn't even
realize this sort of stuff and that is
from asking good implication questions
it's not just the problem that you know
who cares about it that much it's wow
this is the big problem it's not just
the broken contact form it's us not
looking professional it's us losing
potential leads it's us not you know
having to fire staff because we didn't
make enough revenue that we thought we
would all those different sort of things
and proper implication questions are
gonna draw these out now there is more
that we can do and this is the next
section and this is the need pay off
before you get into that and like you
know switch to my knee pay off board I
want to talk about one thing so far with
these questions it's been kind of
negative and what I mean by that is for
asking about problems things that kind
of stuck with the business that isn't
going so well it isn't nice for them
it's painful it's stressful this is
stuff they want to get rid of that's
only one side of the equation so if you
think of your motivation in any
situation for anything there's things
that you don't want and there's things
that you do want you know if I have a
headache I don't want to have a headache
but I'd like to feel good again this is
the positive side the negative side what
we've done so far here is we've been
talking mostly about the negative side
of stuff what's not
well with the business what they want to
get rid of but we've missed all this
positive motivation what about the
things that they do want to do the areas
that they would love to be having more
success in what does that look like that
brings into our final sort of question
which is the need payoff questions
they're positive questions to build the
other side of the motivation so if you
think of hopefully this isn't getting to
small little scales give me a second
we're building up all the negative stuff
that they want to get rid of but hey we
can also build up some cool positive
stuff as well and make this sale even
more valuable hopefully so last sort of
question let's get into it
neat payoff questions all right we're
getting they were on the last sort of
questions this is it me payoff questions
so hopefully it's all making sense so
far if it is if it isn't leave me a
comment below let me know the feedback
so what we've done so far is this we've
figured out the situation this is okay
our starting point we got that
information we jumped in and we found
out some problems so we found some stuff
that you know potentially we could
resolve that this is an area that our
business our product caters to we didn't
stop there we looked at all the
implications of those problems we asked
questions we figured it out we got in
detail what does that really mean with
the problems how is it impacting the
business thing is though this is all
being kind of negative and we've missed
that so far on another thing that we
could be doing which is the positive
side of things so what we do now is you
take these problems okay bad
communication with the client and they
know that it's damaging the business
they know that it's hurting stuff
hopefully they're starting to feel like
this is something that they want to fix
but why don't we you know switch this
around and also build it up the other
way and talk about hey you know if you
had perfect communication on the website
for you what would that look like and
what would that mean for your business
and this is getting them to not only
realize that they have a big problem but
to look into the future what do they
want what's their goals and basically
what we're doing here is we're getting
them to list the benefits of what we're
going to sell them benefits or something
that week
come up with on a big sale we have to
get that information from the potential
client and by asking these sort of
questions that's how we get our benefits
it's a huge part of selling a high price
service or product so you got the
problem can communicate with clients the
current website is just terrible at
telling clients what it is that they do
and how valuable they are we've covered
the negative side positive side hey you
know if you're perfect communication
what's that going to mean if you how
would that change your business what
would you like to see from that sort of
issue being fixed you know it's gonna
mean our sales person are having much
better results it's gonna mean we
attract the right sort of customers it's
gonna mean the right sort of customers
pay more money it's gonna mean we get
more market share it's gonna mean we
look more professional more prestigious
so on so we're getting them to list off
the things on the positive side from all
this other information that we have and
what we do is we go through the problems
look at the implications and then we go
hey you know if that was fixed if that
was better if that was working correctly
what would that mean for your business
how would that impact your business
positively what would you like to see
from that being resolved and we build up
all these benefits and that is one of
the final parts of the spin selling
method so what you've done is you've
figured out the situation you found some
problems the implication of this
problems that's really helping to sell
in a big way that's meant to be a tick
mark but you've also built it up the
other way where you've talked about all
the positive benefits and value from
resolving this issue all right we're on
the home straight hopefully you're still
with me so what it looks like is this we
figured out the problems but we didn't
stop there because that isn't enough to
make a high price sale we focused on all
the negative stuff the implications
what's holding them back the pain points
all the damage it's doing right now to
the business we also added in the
positive stuff what do they want to see
in the future what benefits would they
want from an ideal solution how is an
ideal solution going to add value what
specifically do they like about the idea
of getting this fixed what do they want
to see in something that they might
potentially buy we've done that all by
asking
questions hopefully we've built up the
problem so big that they're now
considering a worthwhile investment
something quite decently sized
price-wise to get this thing fixed where
we go from here this is kind of where we
exit spin we go into the next stage of
closing the sale that we talked about
way back at the beginning you're going
to start talking about you know what
your solution does what it's done in the
past to help other people how you're
confident it's going to work how you
could price it what it makes sense for
these people you know to pay and
hopefully you've built it up so that
they agree with how you see things and
how you're going to get back their
return on investment how you're gonna
add value for them you're basically
giving back a lot of this information in
the form of talking about your product
talking about your service and the cool
thing is you know for sure that this is
what is fact you're not guessing this
stuff
didn't come off the top of your head you
took the time to ask these thing
questions and really understand what's
going on and now you know how to
effectively sell your service and price
it down in that next stage hope this
video a little bit on the long side I
hope it's added a ton of value I hope it
helps you sell and move up to those
higher ticket sales any questions
suggestions feedback just let me know I
got a couple of links below the video
check those out thanks for watching
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