1. SPIN Spelling

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Small Sale Calls
Small Sale Calls
Open
Investigate
Give benefits
Objection handling
Closing technique
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People do not buy from salespeople because they understand their products but because they felt the salesperson understood their problems.
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Stages of Sales Calls
4 Distinct Stages of Sales Calls (regardless of size)
Preliminaries
Investigating - ** key to large sales
Demonstrating capabilities
Obtaining commitment - * key to small sale
Preliminaries
Framework to open
Focus on objective - gain right to investigate
Get down to business quick
Don’t talk about solutions too soon
Concentrate on questions
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Grant Dos
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Grant Don’ts
Behavior
Definition
Impact: small
Impact: large
Features
Describe facts, data, product characteristics
Slight plus
Neutral or slight negative
Advantages (Type A)
Show how product/ services can be used
Positive
Slight positive
Benefits (Type B)
Show how product is solution for EXPLICIT NEED
Very positive
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