How difficult was it to follow the SPIN process?
The SPIN process was easy to follow since the Situation questions followed the most critical part in sales by asking for the background facts since they are vital in the comprehension of the context where the problems of the buyer were uncovered. The answers given made it easier to follow the process as the first questions that did not put the situation on the defensive allowing the answers provided to be better understood and created a healthy rapport (Marketing, 2019). The conversation was, therefore steered towards problems being outlined through the solutions.
What was the most important thing learned from using SPIN?
The most important thing learned in the SPIN was that the theory used by the system in SPIN is speaking the product you are selling as well as its benefits during the latest possible time during the interaction. This was done by getting on with the conversation by beginning with the situation questions (Marketing, 2019). Moreover, problem questions in the process asked about the problems in prospect, dissatisfaction or difficulties. This is a vital issue since the opportunity finds out the problem, and the need to buy the product will emerge. The process also included the usefulness, value and importance of the solutions to the buyer’s problem. This had a significant influence on the cost of the product.
What was the most important thing you learned from the Features/Benefits exercise?
The features and benefits exercise was important in showing the seller the features of the product that would solve the problems that had been identified (Marketing, 2019). The section would also assist the seller to account for the cost of the product and also ensures that the buyer correctly uses the product for maximum effectiveness.
References
Marketing, S. G. (2019). How to Increase your Sales with Spin Selling.