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