Sales Technique - That's really a great product but we don't need it at the moment!

Sales Resistance Forum

 #21
Liberty

My understanding of SPIN is that Problem Questions lead to an "Implied Need" which is;

Quote:
a buyer's statements about a problem, difficulty, or dissatisfaction with the existing situation.
... which helps with the "we don't need it at the moment" response.

My understand of SPIN is that Implication Questions ask about;
Quote:
the consequences or effects of a buyer's problems, difficulties, or dissatisfactions.
... which also helps with the "we don't need it at the moment" response.

 #22
susana
That's really a great product but we don't need it at the moment

I had one last thought on this thread. Have you tried asking up front what their time frame is for a potential purchase? If they say, it's a while, then there's no expectaion that you will make a sale. However, if they give you a specific time frame and then at the end say, "We're not ready", you can then say "You mentioned your time frame was X". Puts the ball in their court to answer. You would be out of the grey area.

Susan

 #23
SalesGuy

Another excellent point Susan.

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