SOLUTIONS | MILLER HEIMAN
SPIN® Selling Conversations
In an era of apathy within the health system, finding ways of motivating buyers to take action is particularly challenging. SPIN® selling is a tried and tested methodology of customer interaction.
SPIN® helps reps:
- Ask customer-focused questions that lead to problems they can help solve
- Broaden the customer’s perception of the challenges they are facing
- Identify which customer needs are more likely to receive action
- Develop a more complete vision of a solution; and
- Optimize information sharing to focus on real benefits to the customer