Discovery
The three questions we need to answer in discovery.
What is "What, Why, and Why Now"
This is what each letter in SPIN stands for.
What is; Situation, Problem, Implication, and Need-Payoff?
These are the two types of closes you can do.
What is close for conversion and close for follow up?
When we hear this we know we need to dig deeper.
What is time, effort, or money
Rackham says that top performing sales people ask four times as many of these questions than their average peers.
What are implication questions?
These are the two requirements when you close for a follow up.
What is set clear expectations and assign homework?
Interesting
Are you satisfied with your current process for X? Is an example of this type of question.
What is problem?
These are the steps to the repitch path. (In order)
What are; objection, empathize, clarify, double down on value, ask again with lever.
These are three out the five layers in the pain funnel.
What are; Surface needs, current solution, current issues, business impact, and pain point.
Need-payoff questions help the customer do this.
What is self discover?
These are the three real objections people typically have.
What are time, price, and value?
What do we need the customer to do in order for them to be in a positive, emotional, buying mindset?
This phase in SPIN selling is equivalent to the discovery step.
What is investigation?
This is what we call back to when doubling down on value.
What is their pain point?