SPIN Selling: Sell more properties by answering four questions
Posted: Sun Dec 22, 2024 5:05 am
To the dismay of some and the joy of others, the real estate market is modernizing. If you are one of the happy ones, congratulations, you have a good chance of standing out through innovation. Now, if you are one of the desperate ones, take a deep breath: there is a way out. Modernize your sales process with SPIN selling and see the results!
SPIN selling is a sales technique that allows you to uk b2b email database your customers in a simple way: with questions . With the four questions that make up the practice, you will discover everything you need to know to sell more properties and retain new customers.
This text is for sales teams and supporters.
So, whether you are an SDR, BDR, real estate agent, manager or commercial director, welcome to the methodology that promises to humanize your sales and improve your results.
See below:
What is SPIN Selling?
The 4 Questions of SPIN Selling
How important is it to practice SPIN Selling?
A good SPIN Selling brings you:
Practicing SPIN selling in the real estate market
S: Situation
Apply to real estate sales:
Q: Problem
Apply to real estate sales:
I: Implication
Apply to real estate sales:
N: Need
Apply to real estate sales:
6 tips for doing well in SPIN Selling
Presentation
Search
Active listening
Creativity
Storage
Incentive
Precautions when adopting SPIN Selling in your real estate development company
SPIN Selling: Selling Real Estate with 4 Questions
Frequently Asked Questions
Do you already know the CV?
What is SPIN Selling?
term "Spin Selling" next to an illustration of a man pointing at a target and a woman sitting on a pile of giant coins.
The term coined by author Neil Rackham has been gaining popularity around the world in recent times. And there is a reason for this: nowadays, we realize like never before how demanding our customers are. They value exclusivity, comfort and attention , especially at the time of sale.
Knowing this, companies seeking to grow in the real estate market began to see the SPIN selling methodology as one of the greatest commercial resources of modern times.
And they are right: the technique could be revolutionary!
SPIN selling is a technique based on four questions. For Rackham, the creator of the method, these four questions would give the sales professional everything he or she needed to know about the customer to close the sale.
And what are these questions?
The 4 Questions of SPIN Selling
SPIN selling is based on the following pillars: SPIN is an acronym that stands for Situation, Problem, Implication and Need. For each of these words, there is one or more related questions, the objective of which is to extract information from your lead and guide them towards a purchase without any major difficulties.
Okay, but where does this idea of asking questions come from?
Truth be told, our consumers are not always aware that they have a problem or need. Sometimes, they do not understand that there is, in fact, a solution. Therefore, the SPIN technique makes the customer aware of their problems while suggesting solutions.
And how does each of these pillars work?
How important is it to practice SPIN Selling?
You may have been a sales professional for 1, 10, 15, or 30 years. If you’re just starting out, you may be enjoying the learning curve that the real estate market has to offer. If you’re a veteran in the industry, you may be used to the good old-fashioned way.
But one thing is certain: the market is in flux. Without paying attention to the new rules of the real estate game, experience can lose out to innovation, and the most up-to-date professional will be the one to come out ahead.
What I mean is that it doesn't matter how long you've been in the real estate market. SPIN Selling is a democratic technique, beneficial for professionals of any age, level of experience or audience.
SPIN selling is a sales technique that allows you to uk b2b email database your customers in a simple way: with questions . With the four questions that make up the practice, you will discover everything you need to know to sell more properties and retain new customers.
This text is for sales teams and supporters.
So, whether you are an SDR, BDR, real estate agent, manager or commercial director, welcome to the methodology that promises to humanize your sales and improve your results.
See below:
What is SPIN Selling?
The 4 Questions of SPIN Selling
How important is it to practice SPIN Selling?
A good SPIN Selling brings you:
Practicing SPIN selling in the real estate market
S: Situation
Apply to real estate sales:
Q: Problem
Apply to real estate sales:
I: Implication
Apply to real estate sales:
N: Need
Apply to real estate sales:
6 tips for doing well in SPIN Selling
Presentation
Search
Active listening
Creativity
Storage
Incentive
Precautions when adopting SPIN Selling in your real estate development company
SPIN Selling: Selling Real Estate with 4 Questions
Frequently Asked Questions
Do you already know the CV?
What is SPIN Selling?
term "Spin Selling" next to an illustration of a man pointing at a target and a woman sitting on a pile of giant coins.
The term coined by author Neil Rackham has been gaining popularity around the world in recent times. And there is a reason for this: nowadays, we realize like never before how demanding our customers are. They value exclusivity, comfort and attention , especially at the time of sale.
Knowing this, companies seeking to grow in the real estate market began to see the SPIN selling methodology as one of the greatest commercial resources of modern times.
And they are right: the technique could be revolutionary!
SPIN selling is a technique based on four questions. For Rackham, the creator of the method, these four questions would give the sales professional everything he or she needed to know about the customer to close the sale.
And what are these questions?
The 4 Questions of SPIN Selling
SPIN selling is based on the following pillars: SPIN is an acronym that stands for Situation, Problem, Implication and Need. For each of these words, there is one or more related questions, the objective of which is to extract information from your lead and guide them towards a purchase without any major difficulties.
Okay, but where does this idea of asking questions come from?
Truth be told, our consumers are not always aware that they have a problem or need. Sometimes, they do not understand that there is, in fact, a solution. Therefore, the SPIN technique makes the customer aware of their problems while suggesting solutions.
And how does each of these pillars work?
How important is it to practice SPIN Selling?
You may have been a sales professional for 1, 10, 15, or 30 years. If you’re just starting out, you may be enjoying the learning curve that the real estate market has to offer. If you’re a veteran in the industry, you may be used to the good old-fashioned way.
But one thing is certain: the market is in flux. Without paying attention to the new rules of the real estate game, experience can lose out to innovation, and the most up-to-date professional will be the one to come out ahead.
What I mean is that it doesn't matter how long you've been in the real estate market. SPIN Selling is a democratic technique, beneficial for professionals of any age, level of experience or audience.