When a manager sells an expensive

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product using SPIN technology, he should raise its price to its value (in this case, the term "price" shows how much money the client will pay for the product; "value" means how useful this product is to the buyer, i.e. how big and complex a problem can be solved with its help). This can be done in only one way - by asking extractive questions so that the client understands how significant the problem is. Only in fan data this case will he be ready to pay a lot of money for its solution. Sample questions: What does this lead to? How does this affect…? Could this increase costs? Are you on track to complete your plan? Doesn't this interfere with the planned expansion? If this is not fixed, what will happen to the company? In fact, with the help of extractive questions, you should bring the buyer to a state where he understands not only that he has a problem, but also how much it “interferes with his life” and that it would be good to eliminate it as soon as possible.

And also, and this is the most important thing, that the cost of “solving the problem” that the seller offers is fully consistent with the scale of the problem. Guiding questions The manager has clarified the situation, investigated the problem, and shown the client how serious it is. The last step is to offer a product or service to solve it. But even in this case, it is not advisable to try it out! It is better to use leading questions to switch the buyer's attention to its solution so that he himself understands the benefits of the product that is being offered to him and (ideally) begins to talk about it. That is, instead of "cutting in": "Buy ours.