Selling a ready-made solution Scope of application: companies operating on a B2B basis. Essence: identifying the client’s problems and proposing a way to solve them. Buyer Need Levels: The existing problem is not recognized or is deliberately ignored by the client. but does not know how to solve it. The client is actively searching for ways to solve kuwait whatsapp the problem, comparing options. Example. The company is a developer of a warehouse accounting program, and its main clients are stores that carry out effective online sales.
The seller identifies the main problem of a specific site - slow updating of information on the balance of goods in the warehouse, which leads to frequent cancellations of orders. The offer is a program that quickly solves this problem; conducting a demonstration of its capabilities. Read also! SPIN Selling: How and Why It Works SPIN Selling The scope of application of this effective sales method: sale of expensive products. The essence: nudging the client towards a purchase decision by asking leading questions. Example. The company sells office PBX systems installed in large organizations. Questions from the SPIN technology manager: What type of telephony is used now? Current call volume and future plans? How often do situations arise when a client cannot get through because all lines are busy? How much loss do these situations with lost customers cause? Do you want to maximize your profits by optimizing your telephony? Modern effective sales techniques Conceptual Selling Application area: B2B companies.
