什么是SPIN销售（What is SPIN sales）.doc

什么是SPIN销售（What is SPIN sales） What is SPIN selling.Txt2008 is out of order, everything is out of order! At this critical moment, China men to prove to the world: China men or normal! What is the SPIN sales act? What does the SPIN sale mean? The SPIN Sales Act was created by Mr. Neil Rackham (Neil Rackham). Mr. Neil Rackhams SPIN Sales Act was completed under the patronage of companies such as IBM and Xerox, through a number of high-tech marketing experts. Marketing activities generally go through 4 stages: 1, the opening stage; 2, research and exchange phase; 3, ability to display stage; 4, sales and commitment stage. Only a stage has been completed to enter into the next stage, the second stage is the stage of research but communication is the key, at this stage the performance will largely determine the success of marketing, a lot of marketing is the failure of marketing staff will focus on the other stage instead in the second stage. SPIN sales method provides an efficient method for the smart system. SPIN sales law is actually a situational inquiry (Situation), (Problem), (Implication), suggestibility (Need-Payoff) to solve the problems of the four first letters of words in English phrases, so SPIN method refers to the use of sales occupation truth in the process of marketing inquiry, problem diagnosis, enlighten and demand identity four class questioning techniques to explore, clear and guide the customer needs and expectations, and constantly promote the marketing process, to create the basis of successful marketing methods. The SPIN sales act teaches people how to find the existing background of a customer, calls out the customers hidden needs, amplifies the urgency of the customers needs, and reveals the value or significance of his decision. Using the SPIN strategy, the salesperson can also take full control of the customers subtle psychological changes during the long selling process. SPIN sales from the talk and talk of a rational view of questioning tech