Commit to One Better Consultative Selling
Create a specific commitment for using SPIN, pain funnel depth, and active listening in one upcoming consultative selling call.
Use SPIN, pain-funnel depth, and active listening in one upcoming discovery call with a real prospect or customer. A discovery call where the buyer may name a vague problem, ask for a demo early, or give guarded answers before pain is clear. When the buyer names a problem, I will reflect their words first: It sounds like [buyer phrase] is creating [impact]. Then I will ask one pain-funnel follow-up: Where does that show up downstream? In my upcoming discovery call with [prospect/customer], when [specific buyer cue] happens, I will say [reflection in buyer words] and then ask [one SPIN or…
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