SPIN
What are the SPIN selling questions?
- Situation: Establish the buyer’s current situation.
- Problem: Identify problems the buyer faces that your product solves.
- Implication: Explore the causes and effects of those problems.
- Need-Payoff: Show why your product is worth it.
- FAB: Features, Advantages, Benefits, e.g. This is a Google Sheet that helps you track your habits. By tracking habits here, the system back the data to the cloud, and sharing provides accountability. If you don’t waste your time clicking around apps and worrying about backup, you’ll keep valuable data for longer!
Suppose you want to get yourself to go jogging today.
NVC
The NVC coach part inside me (Ben): How do you feel right now?
The NVC coachee part inside me (Benny): I feel tired.
Ben: Thinking about your weight, I feel concerned. I want to be healthy in your forties and beyond. Would you be willing to go for a jog at 19:00?
Benny: I’m feeling tired, though.
Ben:
Benny:
🌿 Resources
https://2012books.lardbucket.org/books/powerful-selling/s13-04-how-to-use-spin-selling-in-you.html
