Games Data Forum

is not long to the conclusion: "A good store, tactful service, I must remember." Questions like: "Where will this man then buy a blender, an electric kettle, an iron, a microwave, a refrigerator, etc.?" are gradually becoming rhetorical. And all because the manager used the SPIN-selling technique. This is the most well-known technology for selling goods of significant value and concluding large deals. The dialogue in the second store illustrates one of the fundamental principles of "high-end" sales well. What does a person opening tg database an electronics store plan to do? Sell goods? In general, this is the right answer, but the approach to solving the problem is frankly unsuccessful.

Because in reality, the seller's goal is not so much selling high-value products as establishing relationships with customers. The thing is that usually, with the exception of some household items, expensive products are not sold only due to their characteristics. For effective sales, you need to build a trusting relationship with a potential buyer in order to find a way to solve his problem together. This is exactly what the development of SPIN implies. It does not offer ready-made recipes. It says that you need to study the client's needs, help him feel the presence of a problem (when it does not exist yet) and only then offer your product or service as a solution.