营销——spin技法 让销售者变身业务顾问（Marketing - spin technology allows sellers to turn into business consultants）.docVIP

营销——spin技法 让销售者变身业务顾问（Marketing - spin technology allows sellers to turn into business consultants） SPIN techniques, that is, a combination of four questions - questions about the status quo, questions about questions, questions about the impact, questions about needs and rewards. So far, more than half of the worlds top 500 companies have received professional training in SPIN sales and fully applied this model. Through the 12 years, across 23 countries, involving 24 different industries, field observation and analysis of a total of 35 thousand sales calls, American psychologist Neil Rackham started selling mode, famous, its core is SPIN technique, namely the combination of the four types of questions related situation questions, questions about and about the impact of questions, questions about demand and return. Sales Consultant of the kernel is to customer buying psychology and behavior change as the center, the direction of the predetermined direction by understanding and guidance; the use of a series of questions will lead to sales turnover heuristic, the product and the customer demand was linked. So far, more than half of the worlds top 500 companies received SPIN sales professional training and comprehensive application of this model, especially in sales of large business sales and customer management have achieved great success and wide recognition. Business consultants: learn to ask questions and listen Consultancy sales require a sales practitioner to transform into a business consultant for the customer. What is a business consultant? If in the eyes of customers, you are no longer a marketer, but a can consult and entrust partners, then sales will be greatly reduced the difficulty. In this sense, a business consultant is a interlocutor who focuses on the needs of the customer, a problem solver and a need person who work for the benefit of the customer. This has become a successful sales people positioning and guidelines, should also be the highest level