The consultative type of sales is characterized by

High level of communication, product knowledge and sales technique skills;

• The need to regularly increase sales, the ability to establish contact with any person and maintain a dialogue;
• Knowledge of competitors, their offerings and differences from your own product;
• The reasons why the customer is obliged to purchase the product.

The benefits of consultative selling are undeniable:

• The seller knows how the product helps, what kind of client it is suitable for and how to offer it;
• The seller is focused on satisfying the needs of the target group, rather than on inventing new problems that need to be solved;
• Business involves earn money in exchange for promoting long-term interaction with the client, this is one of the most important stages of its development, which takes a lot of time.

Disadvantages of the technology:

• If the method is used by  a non-professional, he may slip into aggressive sales. Then it will not be a consultation, but an imposition, which is unlikely to end in a deal;
• High transaction costs, which may make it difficult to make a decision;
• Too much depends on the manager, because the entire process is built on communication, in which the human factor plays a major role, for example, the mood of the parties;
• The technology is time consuming, so it should only be used when the odds are high.

This is one of the few sales how a digital marketing agency improved roi with targeted lists technologies where a lot depends on marketing. The marketing department must make the company famous, so that it is on everyone’s lips. Whether clients want to communicate with the manager and tell him about their problems depends on how famous the brand is.

• knowledge of competitive offers and product characteristics, the ability to incorporate them into a presentation;
• ability to persuade, communication skills;
• ability to work with any clients, even problematic ones.

Everything is built on communication and negotiations, so a specialist must undergo more than one training to understand how everything is built to achieve results.

Who is SPIN Selling Suitable for?

These are long-cycle, multi-meeting sault data sales with more than two participants. Examples of industries they are suitable for include:

• B2B — goods and services;
• Expensive goods that people buy several times in their lives: apartments, cars, country real estate;
• Education;
• Consulting services;
• Long-term complex services: legal, accounting.

Even when selling expensive products, the SPIN technique is not always necessary. If you want to convince a manager to set up a meeting with a decision maker, then eliciting and directing questions should help. They will create value in the manager’s eyes from such a meeting. If the task is to reach a junior technical employee, then SPIN questions will be a waste of time.