One thing you’ll know if you’re familiar with SPIN Selling is that well thought-out and planned questions are the cornerstone of success for sales people. Global studies have shown that high-performing sales people will ask more questions about customers problems and the impact of those problems on the business, than their average counterparts. Coming from a western culture where questions in general communication are seen as positive additions to conversations and a sign of listening and a willingness to engage, this research, in some respects states the obvious.
Saying all of that, from my time working in Asia and in Thailand specifically, with all different levels of sales professionals, it became apparent quite quickly that questions to customers are often feared, and when they are asked, they merely skim the surface and fail to provide any real value to the customer, just the seller.
Indeed, last week I was with a sales director of a large manufacturer of construction materials, and he expressed his frustration with the lack of questions being asked by his sellers in front of customers and how he sees this impacting their ability to sell certain product lines and maintain sustainable margins. When he investigated this further he found that the teams were scared of asking questions, in case it offended the customer or damaged their relationship. How can we help our sales teams to overcome this fear of asking questions? How can we show them that asking well-thought out, needs-based questions, will create a deeper relationship with the customer than not?
To answer this question, I asked one of Huthwaite’s most successful facilitators here in Asia-Pacific for his thoughts on this topic. Victor Tioh has many years of experience selling to in Asia across a number of industries. He provided me with these excellent tips to help sellers overcome their fear of questions:
Planning and Preparation: More than in Western sales teams, more effort needs to be placed on how questions are phrased so it takes into account the heightened sensibilities of an Asian Customer.
Insights into customer needs: The planning of questions needs to marry with the necessary insight into customer needs and problems in order to craft the right types of questions, and not just “surface” questions.
Build the Case: We must establish why it is more beneficial in certain situations for a seller to ask questions. Point to research and examples of where this has been successful.
Handling objections: We should provide examples of how top sellers prevent and overcome common objections to questions such as “Why should I answer that?”
Experience: Finally, real-life experiences and examples of where asking questions have enabled bigger opportunities, doors to be opened and deals to be closed, is essential in eliminating a sellers fear of trying this new behaviour, asking questions.
Do you agree? We would love to hear your experiences and opinions on this important topic.
Tối đa hóa tiềm
năng đội ngũ kinh doanh của bạn tại cuộc Hội thảo Bán Hàng SPIN®!
Hàng ngàn nhân viên bán hàng chuyên nghiệp đã tăng cường khả năng kết nối với
khách hàng của mình và bán được nhiều đơn hàng hơn nhờ tham gia Hội Thảo Bán
hàng vớiSPIN®. --- Hội thảo này tổ chức đơn giản, được trao đổi
bằng tiếng Việt, sẽ dạy cho đội ngũ bán hàng của bạn cách tiếp xúc với khách
hàng hiệu quả, với nhiều hứa hẹn đầu ra hơn. Nhân viên bán hàng của bạn sẽ học
cách gia tăng doanh thu và bán được nhiều đơn hàng hơn.
Công ty bạn có
được hưởng lợi từ hội thảo này không? Hội Thảo Bán hàng vớiSPIN®
được thiết kế cho nhân viên bán hàng chuyên nghiệp trong các doanh nghiệp lớn
nhỏ các loại. Công ty của bạn sẽ hưởng lợi to lớn nếu :
Công việc bạn làm dính líu tới
các giao dịch kinh doanh phức tạp hay có giá trị lớn
Bạn muốn mình khác biệt với đối
thủ cạnh tranh
Bạn muốn bán dựa trên giá trị,
không chỉ bán trên giá hàng mà thôi
Bạn đã phát ngấy với các điệp
khúc “6 tháng nữa gọi lại đi nha!” hay là “gửi brochure qua đi!”
hay bạn là:
Một chuyên viên huấn luyện cho
công ty, đang tìm kiếm một chương trình đào tạo bán hàng có dựa trên
nghiên cứu, để bạn huấn luyện cho đội ngũ bán hàng của bạn và cũng để đề
xuất lên ban lãnh đạo
Một Chuyên viên tiếp thị,
Chuyên viên Chăm sóc Khách hàng, bạn làm việc trong một công ty đang dùng
kiểu mẫu SPIN® để bán hàng
rồi.
Vì sao công ty bạn
nên đầu tư thời gian 2 ngày để nhân viên kinh doanh của bạn tham dự hội thảo:
Bởi vì nó có kết quả. Sau 12 năm nghiên cứu và phân tích trên 35 ngàn cuộc tiếp
xúc bán hàng, chúng tôi phát triển mô hình SPIN ® Selling để trang
bị cho những nhân viên bán hàng chuyên nghiệp các công cụ cần thiết làm tăng
kết quả của những giao dịch giá trị lớn. 7 năm thử nghiệm với các nhóm đối
chứng và kết quả đo được chứng minh hùng hồn về hiệu quả của SPIN®.
Maximise your sales team's potential at a SPIN® Selling Public Workshop!
Thousands of sales professionals have strengthened their ability to connect with customers and close more business by attending our SPIN® Selling Public Workshop. Simply put, this workshop, taught in Thai, will teach your sales team how to have more effective and productive sales calls. Your sales people will learn how to increase revenue and close more business.
Could your company benefit?
The SPIN® Selling Public Workshop was designed for sales professionals from companies of all sizes. Your company will benefit highly if you:
are involved in major or complex sales
want to differentiate yourself from your competition
want to sell on value, and not on price alone
are tired of being told to “call back in six months” or “send a brochure”
Or you are:
A corporate trainer looking for a research-based sales program with which to train your sales force and recommend to senior management
A Marketing, Product Marketing or Customer Service professional who works in a company already selling using the SPIN®model
Why should your company invest two days of your sales staff’s time to attend:
Because it works. After twelve years of research and analysis of over 35,000 sales calls, we developed the SPIN ® Selling model to empower sales professionals with the tools needed to increase major sales results. Seven years of testing using control groups and productivity measurements irrefutably proved the effectiveness of SPIN®.
WORKSHOP SCHEDULE:
Bangkok: May 28-29th 2012 (Thai)
Bangkok: July 30-31st 2012 (Thai)
Bangkok: September 27-28th 2012 (Thai)
REGISTRATION:
Register today by using the PayPal button below. Places are limited.
INVESTMENT:
Register before 16th May and receive a $200 discount! (Full price normally $1495 + GST.)
MORE INFORMATION
Call our Thailand Team on +66 (0) 2686 3433 or at
This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
to find out more!
Congratulations to Victor Tioh who won the "Most Valuable Instructor award for 2011".
Employees commented on the impact he has had on clients, the extra efforts he has put in on executing difficult assignments well, and his knowledge and expertise of our IP across a wide range of areas all as contributing factors to his win.
Every day more businesses are tightening expenditure due to global economic pressures and uncertainty. Pressure on
Sales Teams for meeting and exceeding sales targets is more suffocating than ever. And yet, average Sales Managers tend
to drive top performers away from their companies at the very time when they are most needed.
Hear from Sales Coaching Guru, Greg Moore, about how to get more out of your Sales Team and drive sales effectiveness. Greg will draw from Huthwaite's ground-breaking research into what it is that World Class Sales Managers do including:
Efficiency vs Effectiveness – Understand why increasing the number of sales calls doesn't translate to better results and can drive your star performers away
Value Creation vs Value Destruction – Build sales strategies that make it difficult for your customer to substitute you and embed you as strategically important to their business
Selling or Coaching? – Learn the optimum level of management participation in sales meetings that drives
business results and develop your teams skills
Problems with coaching – Leading solid performers, poor performers and underachievers
Reward Ruthlessly in Hard Times – Gain insights into how to reward high performers and keep them in your team
TheSPIN 
