Pharmaceutical sales representatives to visit the Seven Ten Questions- How flexible use of SPIN questioning method.doc

 PAGE \* MERGEFORMAT 7 Pharmaceutical sales representatives to visit the Seven Ten Questions: How flexible use of SPIN questioning method The hardest part is creating a sales call and the customer needs to the author my book lt;”Market marketing, what kind of sales call the most effectivegt;gt; which has said very clearly: only truly meet customer needs to visit is the most effective . we can into the circle of customers to meet their interpersonal needs, into the daily lives of our customers to meet their emotional needs, into the customer area of work to meet their professional needs. The question is how can we create and find customer needs? Please note that we will find not only customer needs but also be able to create customer demand, our sales call is still very challenging. In fact, methods said to be It is simply two words: ask and listen. but talk about simple and done, one is a “Q” word, to ask for flexible, ingenious question asked of a routine, and asked the opportunity to ask the answer , asked the demand, it is very difficult, the following key questions about how the flexible use of SPIN method to create and discover customer needs. Huthwaite SPIN model company by sales of 35,000 cases of extensive research and developed, by calculating each individual in the sale talks said thousands of things, we can confirm that sales have long been puzzled efficient question: in the successful sale of the buyer said the talks more, then how can the buyer and say something? question! SPIN Selling is a question of skills to clients and development tools for potential customers, including the four aspects: status of the inquiry (Situation questions, questions of inquiry (Problem questions, implied asking (Implication questions, needs confirmation asked (Need- pay off questions. Status of the inquiry (Situation questions Ask a doctor primarily fact or current prescription status, call status of the inquiry. Success will certainly be raised on behalf of