Método Spin

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EQUIPO ERGON

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 ANTECEDENTES…

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QUE ES?

El método SPIN es una técnica de venta desarrollada. Se basa en preguntar

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El método SPIN parte de la premisa de que el cliente posee una necesidad implícita, lo que le lleva a una situación de insatisfacción (problema) que desea

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• Son preguntas elementales

para conseguir información. • Son las que deben hacerse

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E s t as a s p r eg eg u n t a s s e u s a n :

• Para descubrir el dolor que experimenta el prospecto. • Para descubrir la forma de ayudar al prospecto. Entendiendo el por qué necesita adquirir lo que le ofrecemos está

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f inalidad implicar, implicar, involucrar • Estas preguntas tienen como finalidad al prospecto en la negociación de ventas. ¿Porqué es importante

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