Each seller eventually determines for themselves the most convenient sales technique when working with b2b clients and tries to use only it. Usually, the widespread SPIN sales are used in such a business, but there are also lesser-known techniques that can be learned from the books of their developers. We suggest that you familiarize yourself with the five most interesting techniques:
SPIN or SPIN sales
The technique is based on four groups of questions that the seller asks the buyer:
Situational – with their help the seller collects general information about the current situation.
Examples:
How many years has what is gcash your company been present on the market?
What equipment do you have installed?
Who is your partner in the market?
What is your company's budget?
Answering these questions helps the seller gather more information about the company's activities, but these questions are of no use to the client.
Problematic (Problem) – answers help to identify difficulties.
Examples:
Do you have any difficulties in business? If so, what are they?
Are you satisfied with …?
Answers to these questions do not guarantee that the client will definitely buy something from you. If these problems have existed for a long time, the company has already gotten used to them, got used to them, and there is no desire to change anything in business processes.
Corporate Sales Techniques
Implication questions – about the consequences of existing difficulties. The answers help to understand what impact problems have on business processes in the company.
Examples:
Are your costs increasing because of this problem?
Does the problem affect the growth and development of the company?
Directing questions (Need-payoff) – turn the conversation towards a possible benefit, make the client understand the full value of your offer, and reveal its benefits.
Examples:
What would change for the company if the problem were solved?
What are the possible benefits of this?
The last group of questions provides a smooth transition from the existing problem to its solution.