SPIN Sale
The SPIN Sales Technique refers to the abbreviation of the 4 phases proposed in it: Situation, Problem, Implication and Need.
In order to apply it, you must first consider the benefits you can provide to the client in each of the phases.
Situation: Knowing the client, their lifestyle, interests, goals, challenges and needs. What can you offer them to connect with their current situation?
Problem: Identify the points that the client needs to improve in their current situation, and how your product can be applied in each specific case.
Implication: Point out the consequences of not solving or addressing the problem, and the benefits that may be lost if a decision is not made.
Need: Build a need in the customer, based on the benefits that the product can offer to solve their problem.
AIDDA method
The AIDDA Method is a Sales Technique that is closely related italy whatsapp mobile phone number list to the well-known AIDA Method . It is composed of a 5th phase, which are: Attention, Interest, Demonstration, Desire and Action.
This method was developed by Elias St. Elmo Lewis, the same creator of the AIDA Method . It was considered the 5 fundamental pillars for sales in 1898.
And although we could certainly mention that many factors have changed from that time until today, many of the structures for generating sales strategies are still based on these methods.
Unlike the AIDA Method , the AIDDA includes a demonstration phase, which is consistent with the sales characteristics of its time, in which a demonstration of the product's functionalities could consolidate the customer's desire to purchase.
Currently, this is a method that is rarely applicable, or at least limited to a very specific type of products.
A good example of how the Demonstration is part of the Sales Process is in television sales programs or infomercials, where one of the main factors of engagement with the product is showing it in operation.
The Collaborative Sales Technique , more than a strategy, is a way of channeling potential customers who for some reason did not choose the product and did not make the final purchase.
It is based on creating a relationship of trust and empathy between the seller and the buyer, which implies a much more in-depth process and analysis of each case.
By asking each potential customer directly about their reasons for abandoning the Purchase Process , we can have first-hand information about the weak points of our strategy or the product itself.
Furthermore, by giving such a degree of importance to customer satisfaction and opinion, a state of relevance and presence will be generated that will most likely make the customer decide to give the product another chance.
It is a way to make the most of each potential customer's resources, and even take advantage of losses to achieve more sales in the future.
Using Testimonials
“The best advertising is word of mouth” or “the best salespeople are satisfied customers” are phrases that are as popular as they are true. This is because potential customers feel more confident about making a purchase when they have positive and reliable references that endorse the product.
But remember, no one likes pretentious advertisements where the company defines itself as “the best.” Potential customers prefer to hear from other customers who share the same needs and concerns as them.
