Problematic questions. Reveal pains and needs.

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SPIN Method
The point is to sell not a product, but a solution to the client's problem. The employee asks the right questions, builds communication, identifies needs and offers the best solution:

Situational questions. Allow you to see how things are going for the buyer.


Extractive questions. They force you to poland mobile phone numbers database evaluate the situation in perspective if nothing changes.

Guiding questions. Provide an opportunity to assess how it will change if the problem is eliminated.

It doesn't matter what you want to sell. The most important thing in a dialogue with a client is the ability to convince of the need to make changes to the identified negative situation as quickly as possible. After the purchase, the person will think that he made the decision independently.

SNAP Methodology
It is used in highly competitive niches where circumstances are constantly changing. This active sales technique includes 4 rules:

Keep it simple. The process of selling a product should be clear and convenient.

Be priceless. The buyer needs to appreciate the benefits and uniqueness of the offer.

Conform. The products must correspond to the declared qualities.

Show the need. You need to be able to convince a person of the advantages of the offer and the need to make a purchase right now.

The goal of the method is to build communications between the consumer and the manager on the same level. In this way, the problem and its solution will be combined, which ultimately leads to sales.

SNAP Methodology in Active Sales


Difficulties in active sales
Let's look at the problems that often occur in this area:

Staff turnover. There is always a shortage of professional salespeople in the retail sector. It is rare that the staff is fully staffed and its composition is stable for a long time. Each time, new employees have to be trained in sales skills and compliance with company regulations. An effective motivation system and full provision of resources for work are also necessary for successful operations.

Psychological factors . Beginning specialists usually find it difficult to quickly adapt to active sales.

Decrease in motivation. When a specialist becomes a professional, a period of decline may occur - the incentive to work decreases, the results are no longer as high as they were before. Then events may unfold in different ways: the person will quit, or cease to be a manager, or, for example, become the head of the sales department.

Burnout. Sales professionals experience a lot of emotional stress, which can lead to a loss of energy for a while. So when hiring employees, make sure they have stamina and are resistant to stress.


Read also!

"Non-material motivation: why is it needed and how to

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