Probe for commitment from "summary" of SPIN® -Selling by Neil Rackham
The concept of "Probe for commitment" is a crucial aspect of the SPIN® Selling method. In essence, this technique involves asking questions that help to gauge the prospect's level of commitment to moving forward in the sales process. By probing for commitment, salespeople can assess the prospect's readiness to make a decision and identify any potential obstacles that may be hindering the sale.
One of the key benefits of probing for commitment is that it allows salespeople to gain valuable insights into the prospect's mindset. By asking targeted questions, salespeople can uncover any concerns or reservations that the prospect may have, and address them proactively. This not only helps to build trust and rapport with the prospect but also enables the salesperson to tailor their approach to better meet the prospect's needs.
Furthermore, probing for commitment can help to streamline the sales p...
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