Price / Budget
Prospect: “This looks solid, but $80 per user per month is more than what we’re paying now.”
What should you say next?
What is ask what they’re currently using and what they like or dislike about it?
Prospect: “Now just isn’t the right time.”
What should you say next?
What is ask what’s making timing difficult right now?
Prospect: “We tried switching tools before and it was a nightmare.”
What should you say next?
What is ask what went wrong last time?
A prospect says, “Our current system works fine.”
What SPIN move should you make next?
What is ask a Problem question?
“Walk me through how you currently handle this process,” is an example of this SPIN question.
What is a Situation question?
Prospect: “Our software budget is already set for the year.”
What should you say next?
What is ask when budget planning happens again?
Prospect: “Can you reach out again in six months?”
What should you say next?
What is ask what will change in six months?
Prospect: “I’ve never heard of your company before.”
What should you say next?
What is provide social proof or similar customers?
Prospect: “We built our own internal tool. It’s clunky, but it’s free.”
What should you say next?
What is ask what ‘clunky’ means for their team?
“Does that ever cause delays or issues for your team?” is an example of this.
What is a Problem question?
Prospect: “Unless you cut the price in half, we can’t consider this.”
What should you say next?
What is ask what outcomes would make the investment worthwhile?
Prospect: “We’re slammed right now and can’t focus on switching tools.”
What should you say next?
What is ask what’s taking up the most time today?
Prospect: “What if my team hates it?”
What should you say next?
What is ask what usually causes resistance on their team?
Prospect: “Our CFO will want hard numbers.”
What should you say next?
What is ask what metrics matter most to them?
“If that issue continues, how does it impact your results?” is an example of this.
What is an Implication question?
Prospect: “We already bought other tools this year, I can’t justify another subscription.”
What should you say next?
What is ask how those tools are performing so far?
Prospect: “We’re too small for something like this.”
What should you say next?
What is ask how they’re currently managing growth?
Prospect worries about wasting money if adoption fails.
Your response should focus on this.
What is onboarding and adoption support?
Prospect: “This seems overwhelming. We wouldn’t use half the features.”
What should you say next?
What is ask which features matter most?
“Would solving that make your day-to-day easier?” is an example of this.
What is a Need-Payoff question?
Prospect says price is the issue but stays engaged and asks questions.
Your best response is to do this.
What is reframe price around value and impact?
A prospect delays timing but admits the problem still exists.
Your best move is to do this.
What is explore the cost of waiting?
A prospect shares a past bad experience in person.
The worst thing you can do is this.
What is dismiss their concern?
Prospect says your claims sound “too optimistic.”
Your best response is to do this.
What is ask what feels unrealistic to them?
In a face-to-face conversation, SPIN should be used primarily during this part of the meeting.
What is discovery?