How to use the "Spin Selling" Method To SELL

Summary

This 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

00:00

🔍 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.

05:02

📈 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.

10:03

🤔 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.

15:05

🔎 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.

20:06

🌟 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.

25:08

💼 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.

Keywords

💡Spin Selling

Spin Selling is a sales methodology that focuses on asking the right questions to uncover a prospect's needs and pain points. It is based on extensive research from 35,000 sales calls and is particularly effective for high-ticket sales. In the video, the speaker explains that Spin Selling is not about finding customers but about the conversational stage between creating a sale and closing it, where understanding the customer's situation is crucial.

💡High Ticket Sales

High Ticket Sales refer to the sale of high-priced items or services. The video emphasizes that Spin Selling is specifically designed for high consequence sales where the stakes are high for the customer, and the sales process requires a more strategic and consultative approach. An example from the script is the transition the speaker made from selling websites at a few hundred dollars to much higher prices using Spin Selling techniques.

💡Situational Questions

Situational questions are used in the initial phase of the Spin Selling process to understand the context of the business, such as what they do, who their customers are, and how their current sales system operates. These questions set the stage for deeper exploration into the client's needs without directly attempting to sell the product or service.

💡Problem Questions

Problem questions are a type of inquiry used to identify and elaborate on the issues faced by the customer. The video script mentions that these questions are designed to 'fish' for problems that the customer may be experiencing, which could be potential areas where the seller's product or service could provide a solution.

💡Implication Questions

Implication questions are used to expand on the problems identified and to understand the broader impact of these issues on the customer's business. These questions help to escalate the perceived severity of the problem, which is essential in justifying a higher price for the solution. The video explains that implication questions are crucial for transforming a small problem into a more significant business issue.

💡Need Payoff Questions

Need Payoff Questions are positive inquiries that explore the potential benefits and value that could be gained if the problems were resolved. The video script illustrates that these questions help to build a vision of the positive outcomes and motivate the customer to consider a more substantial investment in the proposed solution.

💡Consequence of Sales

The consequence of sales refers to the impact or outcome that results from a sale, particularly in the context of high-ticket items where the decision carries significant weight for the customer. The video discusses the difference between low and high consequence sales, with the latter requiring a more nuanced and detailed sales approach to ensure the customer feels confident in their decision.

💡Sales Conversation

A sales conversation is an in-depth dialogue between the salesperson and the potential customer, aimed at understanding the customer's needs and proposing solutions. The video emphasizes that Spin Selling is particularly effective during this stage, where the salesperson uses a series of questions to uncover the customer's situation, problems, and implications.

💡Closing the Sale

Closing the sale is the final stage of the sales process where the salesperson seeks to secure the customer's commitment to purchase. The video script indicates that after using Spin Selling to understand the customer's needs and build the value of the solution, the salesperson transitions into discussing their product or service, pricing, and the value proposition to close the deal.

💡Sales Strategy

A sales strategy is a planned approach to selling that includes methods, techniques, and processes aimed at achieving sales goals. The video's main theme revolves around the Spin Selling strategy, which is a systematic way of conducting sales conversations to increase the chances of making high-ticket sales by deeply understanding the customer's context, problems, and desired outcomes.

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