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EQUIPO ERGON
EQUIPO ERGON
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ANTECEDENTES…
ANTECEDENTES…
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El método SPIN es una técnica de
El método SPIN es una técnica de
venta desarrollada. Se basa en
venta desarrollada. Se basa en
preguntar
preguntar
QUE ES?
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El método SPIN parte de la premisa de
El método SPIN parte de la premisa de
que el cliente
que el cliente
posee una necesidad implícita, lo que le lleva a una
posee una necesidad implícita, lo que le lleva a una
situación de insatisfacción (problema) que desea
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•
•
Son preguntas elementales
Son preguntas elementales
para conseguir información.
para conseguir información.
•
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E s t a
E s t a
s p
s p
r e
r e
g u
g u
n t a s s e u s a n :
n t a s s e u s a n :
•
•
Para descubrir el dolor que experimenta el prospecto.
Para descubrir el dolor que experimenta el prospecto.
•
•
Para descubrir la forma de ayudar al prospecto.
Para descubrir la forma de ayudar al prospecto.
Entendiendo el por qué necesita adquirir lo que le ofrecemos está
Entendiendo el por qué necesita adquirir lo que le ofrecemos está
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•
•
Estas preguntas tienen como f
Estas preguntas tienen como f
inalidad implicar
inalidad implicar
, involucrar
, involucrar
al prospecto en la negociación de ventas.
al prospecto en la negociación de ventas.
¿Porqué es importante
¿Porqué es importante
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