SPIN Selling: How to Find Your Most Promising Buyers

Hello and welcome. My name is Tavishima Aide. I solve sales and marketing challenges through business education and I'm making today's recording in church. This is the second part because my kids are having catechism now. So expect to hear some noise in the background and please spread the word so that your friends and family members can benefit from the questions that we tackle. They can subscribe on Spotify, YouTube, Apple or any player of their choice.

And if you love to connect with me then you can call SMS or WhatsApp me on 08064662140. So this is a two-part up. This is the second part of what I started in the previous episode just as I had to cut it up because I have started looking at the stats and it looks like people don't like long, long podcasts. So let me see if I can just do this thing, you know, 10 * 1515 minutes, you know, sharp, sharp. Let me try, but I can't promise anyway, so I'm following up on conversations that I had with Rudolph, LC, and Shawn, who are part of the sales team for my customer who sells solar installations, inverters,

batteries and all that good stuff. You know, because right now NEPA is showing me serious shaggy as we haven't had lights for like 12 hours even though we're supposed to be in Band-Aid. Like the idiots. Like we're paying three times the amount that we should be paying and we've gone like like 18 hours. No light. Like, these guys are mad. Anyway, this podcast episode is now about my life. So I introduced you guys on the previous episode to band as a qualification and discovery framework.

If it's your first time of listening, qualification and discovery just means the part of the conversation where you're trying to figure out who am I talking to? Is this person serious? Should I be spending time with this person? What is the problem that they have? Can I solve it? Is this going to be a sweet deal? Is this going to be a waste of my time? That essentially is what qualification and discovery is about. And a lot of reasons why Nigerian business owners struggle is because you do not have any framework for handling this part of the conversation.

All of you are just freestyling and that's the reason why you're struggling. That's the reason why you spend 5 weeks with somebody thinking that is going to be a correct deal. And at the end of the time, person says, I'm not interested or the person says, let me discuss my husband or the person says, oh, I've gone ahead with somebody else. Or the person says, send me a proposal or the person just goes to you. This is the reason why you do not have a qualification and discovery framework.

So this your first time listening to the podcast? Listen to the previous one where I spoke about bands and then go on school up, you know, learn up. And then of course, subscribe to the podcast because these are the sorts of things that we talk about over here so that everybody can have at least some basic skills when it comes to have handling sales conversations with all our customers. That's the focus of this podcast.

So yesterday, so I know yesterday because I mean last episode, although released today, you understand, I just chopped it off sharp. Anyway, so last episode I introduced you guys to bands and then today I'm going to introduce you guys to spin. And please, when we say spin, we don't mean what the Americans mean. When Americans say spin, they mean FUBU. They mean you're trying to doctor something. They mean you're trying to not tell the truth.

They mean you're being shifty, you're being shysty. So when you hear spin selling, it doesn't mean fabu. We're not doing fabu here. All selling is ethical or all selling should be ethical because it is our hope that when somebody buys from us, they'll have such a wonderful experience that they'll come back tomorrow, they'll come back next week. Now we will make more money. They will also refer to their friends, their family member, to their wife, to their side chick,

to their boyfriend, to their, you know, every every you know, I don't judge well, I judge, you know, but for the purpose of this podcast, I won't judge you when we see in real life, if you're carrying side peace, you and me, we need to have a very serious conversation. So dope is that they'll bring other people to come and buy from us. So all selling has to be ethical. All all selling really more about that in another podcast episode.

So we start off with Bart and then today we're going to look at spin or right now we're going to look at spin and let me see how do I do this thing now? OK, so I used a live case study that one of the team members was talking about, used that to introduce them to spin. Now, part of the reason why I was introducing spin to the team was this. There are two members of the team, particularly Rudolph and Elsie, who seem to use spin as a natural selling process.

Now, one of the my main thesis for making the podcast is this. We all need a selling framework and we all need best sales practices. But the problem is everybody's just freestyling. But because sometimes we learn sales from people, you know, we watch our guy, we learn from Madam or, you know, we talk to one or two people, we learn a couple of things. So there are lots of you who are actually doing very good sales practices.

You just don't understand the theory or the dynamics behind what you're doing. So it helps when you run into somebody who says, guy, I see what you're doing. This is what we call it in sales, and this is how to get better at it. It will change your life. So that's the reason why I introduced this to Rudolph, to the whole team, especially Rudolph and LC, because they are already doing SPIN, but they just don't know. Now SPIN is an acronym which stands for situation, problem,

implication and Need payoff. Let me repeat, Don't worry, you can always rewind this podcast so it's not a big deal. You don't have to write everything down. SPIN just means situation, problem, implication, and need pay off. Now. Just like with BANT, this stands for all the possible questions that you should be asking people. So for BANT you should be asking people questions around budget, be asking them questions around authority, be asking them questions around what do you need, and be asking them questions around timelines.

How soon do you need this thing? So here we should be asking questions to people around situation. What's the situation? What's going on? Like where are we talking? Thank you very much for coming to the shop. How can I help you? All that is situational questions. The whole point of situational question is you just get the people to start to run their mouth. Let them have a call, you know, let them just start talking so that you know you'll not be able to figure out what's going on.

Now, the reason why situational questions are even important is because The funny thing is, the more somebody talks, the more they enjoy the conversation. Some of you didn't get that. Let me repeat it. The more somebody talks, the more they enjoy the conversation. And put it this way, for those of you who feel like you're ladies, man, you know, you're going out with the babe and then you guys spend one hour together, but you spend 45

minutes talking about yourself. You think the girl is going to go home and say, wow, I had a wonderful date. No, but if you go, you take this babe out, you guys sit down for one hour, for 45 minutes, you just sit and look at her. You look into her eyes and keep asking her questions about herself. By time she get home she would say, man that this guy, he's not bad. He's not bad. Initially I thought was not my type but you know, you never know.

So it's the same thing. And also business dynamics. We need to get the other person talking more and situational questions are good. That's the reason why the doctor says good morning. How can I help you today? Because the doctor wants you to vomit what is on your mouth, vomit what is on your chest. That way he'll be able to diagnose what it is that is going on and you will feel as if OK. I met an open gate doctor today who understands me and who was able to figure out the problem.

So we always have to get the people talking. So that's what situation questions are about. Then problem questions. That's when you start digging into the nitty gritty to try and figure out what they want. So let's say somebody comes to the store. Oh, good afternoon, Madame. How can I help you today? Last situation says, oh, I'm my sister is getting married in three weeks. Oh, congratulations. So that means the wedding date is so, so, so, so right.

The person, you know, confirms you're already entering into the problem. Whatever. So what's the color for the day? They say, Oh, my sister's colors are orange, pink and cockroach brown. You now start taking her around the store and you are asking her more questions. Well, what's your sister like? What's her sense of style, blah blah blah. The other people on the Baidel train, what are they wearing? OK, what about you?

What do you see yourself as? What are your plans for the day? OK, the color of shoe you have the color of handbag. You look like you're asking all these questions. You see that's questions on the problem. The reason why this part is important is because it will now tell you the kind of thing you recommend for the babe. That's why you now, that's how you're able to tell her that. OK, you know what, based on everything you say, what we need is a halter top front, low neckline, back plunging,

something, something peplum, you know, whatever, whatever. So I'm not a fashion person, I'm just making stuff up. So it is then you'll be able to know what to recommend because you have done what you have asked appropriate problem questions. So we should always get into this whole thing of what's the problem? We need to ask that asking specific questions, then implication questions. Implication is how will I put it now?

Implication is what we're trying to figure out. Like, OK, if this person doesn't do anything, if this person doesn't buy from us, like what's what's that can happen? So you have to ask at some point you have to say, OK, Madam, we've looked like 3-4 dresses. Forgive me, I have to ask an honest question. If I'm not able to satisfy you with the dress today, you know, what's your backup? What's your fall back option? And she says, oh, that's OK.

I have my family tailor making it something, something, something for me as a backup dress. You can see now that this deal is not a do or die deal. This lady is not necessarily committed to getting a dress from the shop. She's ready considering fall back options, you know, So it will determine the way that you will be following up with this, with this with this babe, whether you're going to be giving her close marking or whether you're going to be giving her space.

So lots of people don't ask implication questions. You should be asking because these are the things that help you figure out whether you have a serious buy on your hands or not. And then need pay off. Need pay off just means the benefit that the person is looking towards. So you need to ask. You need to ask these sorts of things like, OK, Madam, if I'm able to give you the ultimate dress that you need right now and you're able to show up for your sister's wedding, like, you know, like what are you aiming for?

Like what would that thing do for you? You know, you need to ask, find your own way. You don't have to talk like me. Found your way of asking that question. And if she says, you know what, even though she's my sister, like I don't care, like I want to be the bell of the ball, like I want all lies on me, you know, blah, blah, blah, or what not. So these questions are letting you into people's motivations and you now know whether you have a serious buyer on your hand or not, how emotionally invested they are in making these things.

Because to be frank, the lady who says, look, I don't care. I just need something to wear at my sister's wedding. That's all. Anything will do. You can see now that by asking implication questions, I need payoff questions. You now know that well, there's not really a serious something in your hand, you know, like anyhow, shall you can get her to just buy anything from the shop and it'll be OK. But for the person who has been answering as if like the implications are big, they need payoff is big.

That kind of person. You can invest time with that person. And if it looks like you've been asking some money conversations and it sounds like she has some paper and that's the kind of person that you're now trying, you know, get to buy somewhat much more expensive, you know, fancy items. Because she she has said it like she doesn't care. It's her sister's wedding, but she doesn't care. She wants to enter and she wants everybody to be like, who is this babe?

So that's the reason why all these questions are important. Now, I promise you guys, I'll be stopping at 10 minutes. So let me just wrap this up again for this particular episode. But don't worry, my kids are still in class. So I'll just make another podcast episode where we'll go into some detail. And we'll see how I applied spin to this particular situation for Rudolph, LC and Sharon, who actually selling solar equipment and better batteries and things like that.

But so far, I hope you guys are feeling the vibe, feeling the flow. I hope you guys are all well vibe in here. If you love these short, short episodes, let me know. If you are a loyal listener and you think to hell with these short episodes, my brother, continue with the long episodes, you know, let me know because I'm here for you guys. You know, if you like it long, let me know. If you like it short, let me know. If what I just said made you laugh, then you need Jesus in your life.

OK, Go and renew your mind. All right, so that's it. And that's all for this episode. Remember, if you'd love to connect with me, you can call, you can SMS, you can WhatsApp me on 08064662140. Thank you very much for your time and attention. I'll catch you next time. Same place in your headphones or in your speakers.