The SPIN Model is an excellent tool to study if you are looking to drive more sales. The Romans may not have been thinking about that during battle, however, similar tactics are used today at a much different scale.
A History Anecdote:
Quintus Fabius Maximus, a Roman Consul, was the only hope to stop a Carthaginian invasion in 217 BC. Although knowing exactly how to stop Hannibal and his army, Fabius decided to delay the battle and hence became known as Fabius the Delayer.
Find the Appropriate Time
As a salesperson, does this mean we should delay pitches until the time is right? What lesson is there to learn from Fabius’ tactics? Salespeople should not purposefully delay, but seek the appropriate time to present a product or service.
Some salespeople may find themselves jumping to their pitches to obtain a fast close without taking the main components of a quality sale into account. Finding the customer needs is something that absolutely should not be taken lightly. For that, we have the SPIN Model which details which questions to ask.
Use SPIN Model
Situation Questions- Customer background
Problem Questions- Difficulties and dissatisfactions
Implication Questions- Consequences of not having a solution
Need-Payoff Questions- The value of the solution
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