HRBP Communication Skills-Rotating Sales in questioning method

1. What is "Spin Selling questioning method"?

Spinning is a famous consulting sales skill.

s？ (? Situational question) Situational question status query

p？ (? Questions) Difficult questions Ask questions.

Me? ? (Implicit question) Implicit question.

n？ (Need to pay off the problem) Need to confirm the problem that needs to be returned.

Rotating sales questioning method refers to the process of exploring, clarifying and guiding the interlocutor's needs and expectations by professionally applying four questioning skills: fact finding, problem diagnosis, heuristic guidance and demand identification, so as to continuously promote the demand.

? Second, how to apply for HR? Sell questioning method?

1, asking questions about the current situation-situation.

The first step to solve the problem is to understand the present situation. If we don't know what his situation is, it will involve the current situation.

2, find the problem-ask questions

The difficult question here refers to asking the other person about his current difficulties and dissatisfaction. For example, are you busy at work recently? Is the work arrangement unreasonable? Or is it not in the state recently? Wait a minute.

As for the difficult problems, we must base them on the current situation.

Only by doing this can we ensure that the difficult questions asked are the problems existing in the reality of the interlocutors.

3. Introduction-implication.

In the rotation technology, the most difficult problem is the implication problem, that is, the implication problem or the implication problem.

Let the other person imagine the consequences of the existing problem.

As mentioned above, only when we realize the serious consequences of the existing problems will we feel that the problems are very urgent and hope to solve them. The implication problem is put forward to make the interlocutor realize that the existing problem is not only superficial, but also the consequences it will lead to will be very serious.

4, clear the problem of value-need-return.

The last question of SPIN's questioning skill is Need-PayoffQuestions, which we will call the value question for the time being. Its purpose is to make the interlocutor turn his attention from the problem to the solution, and make the interlocutor feel the benefits that this solution will bring him. For example, a simple question such as "What benefits will these problems bring to you after they are solved" can make the speaker think of many benefits, and his mood will change from pessimism about existing problems to active desire and yearning for new changes. This is the problem of values.

3. What are the advantages of applying spin rules?

Help resolve objections

Clarifying the value issue will make the interlocutor change from a negative attitude to a positive expectation, so at this time, it is necessary to let the interlocutor describe the beautiful state of the future as much as possible. ?

? Fourth, master the skills of rotation?

1. Make full preparations.

SPIN, one way to ask questions is to turn hidden needs into obvious needs, and it is not easy to achieve this goal, so the speaker must make very full preparations before the dialogue.

Keep practicing

Practice only one way of asking questions at a time.

You can't be very familiar with the spinning technique in a conversation at once, so you need to be fully prepared and practice this technique as much as possible before the conversation, asking questions one by one, only one way at a time, so that you can use it very skillfully.

Four Characteristic Works of Political Commissar Ali

The first lecture: the business of Ali political commissar's four distinctive jobs

The second lecture: the taste of four special tasks of Ali political commissar

Lecture 3: Looking at the mirror in the four special tasks of Ali political commissar

Lecture 4: Four Special Tasks Meeting Place of Ali Political Commissar

"three forces" model

Lecture 5: "Three Forces" Model-Heart Force

Lecture 6: "Three Forces" Model-Brain Power?

Lecture 7: "Three Forces" Model-Physical Strength

Ali review

Lecture 8: Ali Comments-Cross-level Comments

Lecture 9: Ali Comments-Personal Comments