“Lo SPIN selling segna un’importante punto di svolta nelle tecniche commerciali e nell’intendimento del processo di vendita.
La tecnica SPIN selling incentra l’attenzione dell’operatore di sala sulle effettive necessità dell’cliente anziché sulle caratteristiche del prodotto obbiettivo di vendita. SPIN è l’acronimo (situazione, problema, implicazioni, necessità) che indica le quattro tipologie di quesiti da porre ai potenziali avventori per far emergere i loro bisogni.
L’assistente di sala non costruisce più il rapporto con l’ospite basandosi sulla referenza che vuol vendere ma si focalizza sulle esigenze del cliente e sulla sua soddisfazione.”
L’argomento viene approfondito nell’articolo pubblicato sulla testata online www.italiaatavola.net, sezione “Gestione e formazione”.
L’assistente di sala non costruisce più il rapporto con l’ospite basandosi sulla referenza che vuol vendere ma si focalizza sulle esigenze del cliente e sulla sua soddisfazione.”
L’argomento viene approfondito nell’articolo pubblicato sulla testata online www.italiaatavola.net, sezione “Gestione e formazione”.
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