Marketing Meeting Tue Sep 11, 2018
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- SPIN marketing - situation, problem - https://www.pipelinersales.com/learn-crm/sales-techniques/spin-selling/
- 80% of time should be customer calling - you don't get to see problem or how to solve it, and objections are unsaid
- A lot of it is creating an expertise - with mutual understanding. So people raise objections and address them.
- If you have good knowledge you
- Situation - questions getting insight about problem. Under 5 minutes.
- Typically - you are not their number one priority. Or otherwise they would have found you already. There is a process for eliciting situation.
- Problem - identify the pain.
- Implications - we have no information on that. What does it mean for you from their perspective if something doesn't happen. Under 5 minutes. Elicit solutions to problem. Find out what happens if we don't address the pain.
- Need-Payoff questions - from implications questions - go to 'what difference would this product make if your need is solved'. Ask them - if you solved this pain point - thne
- Questions - frame as questions - as they are the expert on what they need.
- There are strategies for how to reach other decision makers in organizations.
- FabLab Barcelona has 30 3D printers. Question was can you buy 3 RepRaps instead of 1 Ultimaker.
- In sales process, use sales prevention if a person thinks that 3D printers require no education to use.
- Make sure we communicate the need for a skill set
- Ferdi's friend runs Blocks, a 3D printer company
- Neil Rackam, book on SPIN marketing
- http://www.pardavimuformule.lt/wp-content/uploads/2017/02/Spin-Selling.pdf