Sales Planning and Operations - Part 2: Sales Presentation

Sales planning and operations
PART 2
Sales presentation

 SPIN model is based on the theory that relationship selling is a
customer centric approach. It the mainly requires the First class to
adopt their selling process and also delivers personal solutions.
 In order to accomplish this task, sales team of organization needs to
ask a lot of questions from their clients, let do them provide their
whole information and should provide responses to their questions
also.
 There are four components of a sales call: opening, investigating,
demonstrating capability, and obtaining commitment.
SECTION 1
2.1 Principles and best practice of SPIN selling process

This model consists of four basic principles or considered as question
sequence.
 Situation: These questions deals with the gathering the desire facts
about the buyer’s existing condition and also gives a starting place
for understanding your buyer’s needs.
 Problem: Asking the questions related to problems will helps the
customers to understand their needs and definitely it will provides
the way for cited organization to propose a solution that will
considered as beneficial customers
Cont....

 Implication: These are closely linked towards the success as they
raise the motivation of prospect’s to seek the change. It uncovers the
effects or consequences of buyer’s problem related to purchase of
products and services.
 Need payoff: Once the organization supports their customers to
analyse their specific requirements, then they will help the buyers to
discover the direction by asking the questions how the problems get
resolved.
Cont....