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5 C’s of Selling with a SPIN

In this video, we outline a question-based selling process, 5 C’s… with a SPIN.


 

In this video, we outline a question-based selling process, 5 C’s…with a SPIN:

  • The 5 Cs – Curiosity, Credibility, Conditioning, Commitment, Cultivation
  • Make a statement that builds Curiosity in the buyer’s mind in 15-20 seconds
  • Build Credibility with closed-end questions to help you understand the buyers’ needs
  • Conditioning… with a SPIN – Situation, Problem, Implication, Need-Payoff
  • Get Commitment in the buying system to take the next step
  • Cultivate the relationship and build your position within the organization