SPIN selling is a universal selling technique that allows you to identify and amplify the needs of customers, influence their selection criteria, and deal with customer doubts and objections at the final stages of the transaction. The SPIN method is based on understanding how people behave in the process of buying and using Situational, Problematic, Extracting and Guiding questions. The first letters of each type of questions were abbreviated SPIN or SPIN (Situation, Problem, Implication, Need-Payoff Questions). What are these questions, how to formulate and ask them?
At first it seems very simple. First, we ask the client general questions about the current situation (Situational) - then about the problems in it (Problem) - then about the consequences of these problems (Extracting) - and finally about the benefits of solving problems and their consequences (Guides). Such a sequence of questions allows you to show the client his own problems, make him think about their consequences and want to solve them, independently realizing and talking about the benefits.
That's why SPIN sales are often tried like this: How are you doing with...? ( situational) - What difficulties do you face? ( Problem) - What do they lead to? ( extracting) - How important/beneficial would it be to get rid of this headache? ( guide). But everything is not so simple. There are many important nuances of SPIN selling, which you will learn about by reading this material to the end.
Explore SPIN selling on our website to sell a lot and easily:
The essence of SPIN sales - stop "selling", look for and solve customer problems
Stop selling. Your client will not change supplier, equipment, or his way of doing business that suits him. Why? Because everything is fine without you! That is why most customers are indifferent to your offer and presentations. Of course, the client may be hooked by the offer of some kind of “super benefit”. But do you really have it? If so, why hasn't a line of customers lined up for you yet? Stop just talking about your offer and company. This does not work.
Let's be honest, you don't have any super advantageous offer for the client, which would be 2-3-10 times higher than the offer of any competitor. But your client can come to a decision on the need for a deal if you help him see the problems and want to solve them. Do not sell your products and services! Sell Problem Solving! What difficulties, problems and inconveniences can you solve with your proposal? What difficulties do clients experience in doing without you or working with others? So, the first thing you need to do is to translate the characteristics and strengths of your proposal into the language of the problems to be solved.
If you are selling equipment whose strength is reliability, then the problems you can solve are unplanned repair costs and losses due to the shutdown of equipment in use, the need to maintain a reserve fund, etc. It is necessary to ask the client about these problems and their consequences.
You are engaged in distribution - ask what special discount systems are provided to the client by his supplier and whether he helps to save the client's money by offering worthy alternatives from his huge range, whether he ships the goods in 24 hours without prepayment and does not allow re-sorting (of course, you count on negative answers) .
No headache - no shopping. If the client is satisfied with the current supplier - why change it? If there are no problems and difficulties when working with existing equipment, its reliability and performance are satisfactory - why should a client buy a new one? Would you? Yes, what it is for you! There are many things in life that can be improved... The client knew this long before you called him.
Right now, think about what problems, difficulties and inconveniences your offer can solve for customers - this is the essence of SPIN sales. Stop thinking about how to "sell" - look for problems that you can solve. And those who have these problems are your customers. SPIN questions are the tongs you use to grab hold of your clients' problems and bring them to light.
Stop praising your offer and invite clients to discuss cooperation or take the first steps towards each other. It doesn't work well. Prepare to talk about the client, not yourself. About the problems, difficulties and dissatisfaction of customers.
For example, the equipment that your potential buyer is currently using is quite difficult to operate. In this case, you first ask if there are any difficulties with the operation of the existing equipment, and then move on to the consequences. Do these difficulties lead to an increase in the number of defects, is there always enough qualified personnel, how often do you have to stop the line for maintenance and readjustment, how long does it take and how much does it cost him in the end?
Examples of Problem Questions:
- How often do you perform unscheduled maintenance on this equipment?
- I perfectly understand that you already have a supplier. Is it true that he always ships within 3 days without prepayment? (expecting a negative answer)
- Many of the clients I have spoken to are not thrilled with the performance of this line. To what extent does it suit you?
Impact of Problem Questions: allows you to lay the foundation of the sale - to find out Hidden needs (problems, difficulties and dissatisfaction of customers with something) that can be developed. No headache - no sale. If you want to sell more - help the buyer see the existing problems and their scale. Then he wants to solve them - and your proposal will be very useful for this.
And Extraction Questions- Questions about the consequences or impact of problems that have come to light. Extraction Questions should reinforce the dissatisfaction identified by Problem Questions. They must show the buyer that "there is a problem and more than he thought." How to do it? Asking about the consequences of problems, their relationship to other problems, their impact on the client's business performance.
Does the current supplier not always meet deadlines? How often does this happen? What does this lead to? How does this affect your sales? Does it affect the fulfillment of your plans? How exactly? To ask such questions, you need to understand what problems, difficulties, dissatisfaction about which you ask can lead to. How do they affect the profit, costs, revenue of the client. These questions will not automatically come to your mind. It is necessary to plan them in advance, plan based on knowledge of your own offer and understanding of the client's business.
Examples of Extraction Questions:
- If your equipment is difficult to maintain, does this result in the need for more frequent Maintenance?
- Does the need for such maintenance affect the downtime of this line?
- If you translate this downtime into lost profits, how much do you lose on this in a month?
- Would reducing equipment downtime allow you to earn quite a decent amount?
- Would an easier-to-operate line not only reduce downtime, but also make it easier to recruit maintenance personnel?
- In addition, it will significantly reduce the time and cost of training new employees. As far as I understand, this is important enough for you?
- know the product very well;
- know possible situations clients;
- prepare all types of questions for each situation;
- train.
- Evaluation of options.
- What positions does your staff consist of?
- What size space are you renting?
- What brand of equipment do you use?
- What is the purpose of buying a car?
- Do you have difficulties with unskilled workers?
- Does a room of this size cause inconvenience?
- Is rapid equipment wear a problem for you?
- Do frequent breakdowns of low-quality equipment lead to large expenses?
- Does the downtime of the line increase due to interruptions in the supply of materials?
- What part of the profit do you lose every month when the line is idle?
- Will more reliable equipment reduce maintenance costs?
- Do you think a spacious office will allow you to hire more staff and expand business opportunities?
- If your business uses cars with large trunks, will you lose fewer customers?
Impact of Extraction Questions: the most powerful SPIN selling tool. With their help, you increase the severity of problems in the client's mind, you help the client understand that the problem is bigger than he thought and something needs to be done about it.
H Guiding Questions questions about the importance or usefulness of solving the problem. If Extractive questions are aimed at strengthening problems, then Guiding questions are aimed at determining the benefits of solving them. How useful would it be for you...? Is this task important? How will this help? Will it help you if...?
By answering Guiding Questions, clients convince themselves of the value and need for problem solving. It remains only to make your offer. After all, your product or service eliminates the difficulties and inconveniences! Therefore, Guiding Questions help prevent objections. Why object if the client says: “Yes, it is important for me to do this,” and you: “I think we can help you with this.”
Examples of Guiding Questions:
Impact of Guiding Questions: Prevent objections. By answering Guiding questions, customers themselves convince themselves of the usefulness of not your proposal, but the solution of their problems. And then they find a way to this solution - with the help of your proposal!
A classic example of using Guiding Questions to reinforce Explicit Buyer Needs
Selling is easy when you meet a client who wants exactly what you have. He also understands the importance of this purchase, can explain this to his colleagues or management. It's a pity that we rarely find such ideal buyers. However, you can make them so. That is the task. They focus the buyer on the Benefit they will receive and the rationale behind that Benefit. SPIN selling is primarily a conversation about the client's problems. And Guiding questions help to create a positive atmosphere of conversation, to switch from problems and difficulties to solutions and actions. They allow the buyer to tell you about the Benefits.
So, for example, to the question: “Do you think a faster car will help you?” - you can get the answer: “It will undoubtedly solve our problems in production and allow us to use working time trained operators. Let's see how these results are achieved in a meeting where the Guiding Questions are asked by a salesperson who specializes in phone systems:
So, are you interested in a way to control long distance calls?
Buyer: In general, yes, of course... But this is only one of the problems that we have today.
Seller (guide question): I'd like to discuss all the other issues in a couple of minutes. But first, about the first: You say you'd like to control long distance calls. Why is this so important to you?
Buyer: Right now, the financial controller is trying to get me to limit the costs of operating the network, and if I can reduce the cost of long distance calls, it will help.
Seller (guide question): If you can control the access of subscribers to the long-distance network, will it help you?
Buyer: This will certainly prevent some of the unauthorized long distance calls, since most of them are the result of illegal long distance calls.
Salesman: Let's return to the issue of preparing telephone system management reports. (guiding question) May I suggest that you would like to improve something here as well?
Buyer: Yes... It would be very helpful.
Seller (guide question): So how would you get the best way to pay for calls?
Buyer: Right. If we can identify the departments from which the calls were made, then we can get them to pay for the calls.
Seller (guide question): It's clear. How else can it help?
Buyer: No, perhaps the possibility of accounting is the main point.
Seller (guide question): Well, that's really important... But perhaps it would be equally important for you to know how long it takes to answer incoming calls and the total number of calls going through each extension?
Buyer: This information would be very helpful!
Seller (guide question): Useful in terms of cost reduction or for some other reason?
Buyer: No, I didn't think about the costs. But this data will help us improve the quality of customer service - and in our business this is extremely important! Can you offer us something?
Salesman: Yes we can. Let me tell you how our equipment will help you...
Did you notice that in this example, the Leading Questions successfully shift the client's attention to the solution? Significantly, the buyer began to help the seller, practically selling for him: “This data will help us improve the quality of customer service ...” It is not surprising that meetings with a large number of Guiding Questions are rated by buyers as positive, constructive and useful.
Guiding questions have a positive effect, clarifying and expanding for clients the benefits of solving existing problems. Making them the very “ideal” buyers that are almost never found in wildlife, but can be created using. You can learn how to ask questions, answering which customers themselves will convince themselves of the need for a deal, by going through ours.
SPIN-selling is a sales technique based on 4 types of questions: situational, problematic, extracting, directing. How to use the SPIN sales technique to improve my skill level as a sales manager, I will describe in this material.
This is not a review of Neil Rackham's SPIN Selling. This is a method of using his technology in the realities of the Russian market. Neil Rackham is an outstanding human being. He managed to systematize what many sales stars intuitively understood, but could not explain it to the younger generation. I definitely recommend reading the book SPIN Selling. Neil clearly lays out the statistics on the shelves and creates a coherent system. But not being a person with sales experience, he added a lot of information that is relevant, but not of practical use.
Therefore, I took the liberty of telling you how I use the SPIN selling technology in my work. This scheme is simple and easy to apply, and it takes a little ingenuity and constant practice to actually apply it.
2. Where can the SPIN technique be used?
On one of the coaching forums, I ran into a heated discussion about where Neil Rackham's technology could be used. It is difficult for me to understand these disputes, because having understood the essence of the system, the SPIN technique is used not only in sales or training, but also in the family. For example, I don't get into an argument with my strict grandmother, but I just ask her a few questions and that's where the objections end. I would call SPIN not only a sales technology, but a conversation technology. So my answer is SPIN can be used not only in any kind of sales, but also in any kind of persuasion.
3. What is the essence of SPIN sales technology?
If you tell a person:
"- You are a fool!" – how does he react? In most cases, he is offended or starts arguing.
If he himself says:
"- I'm a fool!" – can he be offended and argue with it? Of course, there are individuals who constantly argue with themselves, but they are dealt with in a special institution.
What's happening? In the first case, I give information that he needs to believe. He is in no way involved in this decision, so it is alien to him, and he will resist it. In the second case, the interlocutor himself makes this decision, it is already his own and he will defend it and fight for it.
So, we just have to get the person to say it himself. This is the whole point of SPIN - the technique of asking questions. 🙂
“- Buddy, you repeatedly repeat the same mistake. What are these people usually called?
Of course, I simplified the chain of questions, but this is enough to understand the essence of this.
4. How to formulate questions that will lead a person to a certain opinion?
In fact, everything looks very simple in theory, but all the problems with using the classic version of SPIN sales. How to formulate these questions? This is where my know-how begins. The mechanism that allows you to convey information to the trainees at the training, make sales and convince your grandmother.
Let's take the previous example. I want to convince a person that he is a "stupid". If I want to convince him, then, most likely, I think so myself. And if I think so, then some actions of a person made me think so. Therefore, I do not tell the person the conclusions I came to - "that he is a dumbass", but I focus on what made me think so - "the repeated repetition of the same mistakes." That is, I give him my logical chain. The more far away I start my chain, the more independent his decision will be. The more he has to put in the effort to form conclusions, the more valuable this decision will be, and the less he will doubt it. But in order for a person to make a decision, he needs to be convinced of this, for this there are certain types of questions in the SPIN-selling technique.
5. Why do we need as many as 4 types of questions?
In fact, 4 types of questions are just steps in building a logical chain. The chain can consist of 1 question, as in our example, or maybe 20 - 30, as is most often the case in sales. Questions can answer all types at the same time, or they can only lead to thoughts. There is no need to think that "Now I will ask such and such a question." It is very difficult. You just need to build this chain in your head and follow it without thinking “what type of question did I ask now?”. Well, it is 4 types of questions invented by the author of SPIN sales, Rackham, that will help us build these chains.
In our example of a booby, we assume that we know about the mistakes repeated several times by our interlocutor. If we don't know, as often happens with a client, we need to find out.
“Is this not the first time you have made such a mistake?”
That is, a situational question gives us and the interlocutor the basis for building a logical chain of SPIN.
A situation is just a situation – it is neutral. In order for a person to behave in one way or another in different situations, you need to give him a reason. The best reason might be a problem. It needs to be identified and defined. Who should do it? The interlocutor. That is why we ask these problematic questions – without them, it is impossible to build a chain of SPIN sales.
“- If you do not draw conclusions from past mistakes, then this can be repeated all the time?”
With this question we define the problem. Unless, of course, the interlocutor himself came to such a conclusion.
We figured out the situation with the help of a situational question, we identified the problem with the help of a problematic one, now according to Rackham we must EXPAND this problem. To indicate what difficulties the client will have in connection with this problem, how this can affect his whole work and life.
“- So, if you have a habit of repeating the same mistakes, you will constantly mark time?”
“- If you do not draw conclusions and take concrete measures to correct mistakes, will you always suffer losses in such situations?
We helped the interlocutor understand what the refusal to realize that he is a "stupid" can lead to.
Now the simplest question remains - to direct a person in the right direction, to suggest a solution. Guiding questions are the last link in the SPIN selling chain.
“- What are the names of people who understand that they constantly suffer losses and mark time because they cannot draw the right conclusions?”
What remains to answer the interlocutor? Most likely, to voice what you wanted to convey to him. But we will go a little further. It is unlikely that we will need to explain to the client in sales that he is an idiot, we need to get him to act. In this situation, we can ask another guiding question and steer it in a different direction:
“- And if you develop a mechanism for analyzing your mistakes and always draw conclusions from them, will this allow you to make fewer identical mistakes?
I hope it’s clear what the interlocutor will answer, and I hope you understand that we were selling this phrase to the interlocutor 😉
6. How to sell using SPIN technology?
In the practice of using SPIN, it is very difficult to separate one type of question from another, and understand which one should be asked now. To master the SPIN selling technique, you need to:
You can start by listening to recordings of your conversations with clients and, pausing the recording from time to time, come up with questions that we could ask in the situation in which the client finds himself. With all the simplicity of the approach to such a sale, without a lot of practice it will be quite difficult for you to formulate the right questions. Try to use SPIN in real sales, I'm sure you will succeed.
And if there are any difficulties, we will be happy to prepare the right questions for your business and teach you how to use them. call
Sphere trade goes hand in hand with various sales techniques. One of the most effective ways make a big deal - SPIN sales. This technique brought to light a new approach to selling: now the basis of the influence of the seller should be inside the thoughts of the buyer, and not inside the product. The main tool was questions, the answers to which the client convinces himself. Find out how, when and what questions to ask in order to make SPIN sales work in our material.
What is SPIN
SPIN-selling is the result of a large-scale study that was analyzed at tens of thousands of business meetings in 23 countries around the world. The conclusion is: to conclude big deal a salesperson needs to know the 4 types of questions (situational, problematic, extracting, guiding) and ask them at the right time. SPIN selling is, in simple terms, the transformation of any transaction into a funnel of questions that turn interest into a need, develop it into a need, and force a person to come to the conclusion to conclude a deal.
SPIN selling is the transformation of any transaction into a funnel of questions that turn interest into a need, develop it into a need, and force a person to come to the conclusion to conclude a deal.
It is not enough to describe the benefits of a product - you must create a picture of it based on the needs it satisfies and the problems it solves. Not just "our cars are of high quality and reliable", but "purchasing our cars will reduce repair costs by 60%".
With the right questions, the client is convinced that changes are needed, and your proposal is a way to change the situation for the better, a valuable addition to a successful business.
The main feature and a big plus of the SPIN sales technique is customer orientation, and not a product or offer. Looking at a person, you will see his hidden ones, so your field for persuasion will expand. The main method of this technique - the question - allows you to not be content with common characteristic all buyers, but to identify individual traits.
Impact technique
Start by not thinking about how to sell. Think about how and why customers choose, buy a product, and what is in doubt. You need to understand what stages the client goes through when making a decision. At first he doubts, feels dissatisfied, and finally sees the problem. This is the SPIN selling system: to find the hidden needs of the client (this is the dissatisfaction that he does not realize and does not recognize as a problem) and turn them into obvious, clearly felt by the buyer. At this stage, you will need better ways identification of needs and values - situational and problematic issues.
SPIN technology regulates 3 stages of a transaction:
Realizing that the time has come for changes, the client evaluates the available options according to criteria defined by him (price, speed, quality). You need to influence the criteria in which your offer is strong and avoid strengths competitors or weaken them. It would be embarrassing if a company, famous for its affordable prices, but not for its efficiency, asked the extracting question “How much does profit depend on timely deliveries?” will lead the client to the idea of a competitor company.
When the buyer finally accepts your offer as the best, they are caught in the cycle of doubt that so often freezes deals. You help the client overcome fears and come to a final decision.
SPIN Selling Questions
Together with the client, with the help of questions, you form a logical chain: the longer it is, the more difficult it was for the buyer to compose it, the more convincing it looks to him. Each of the types of questions should correspond to the stage at which the client is. Do not get ahead of yourself: do not advertise your product until the buyer has realized the need for it. The rule also works in a different way: if the client considers your product to be too expensive, he simply has not yet explained to himself (using questions) that the buyer needs it very much, and this need is worth that kind of money. Types and examples of questions in front of you.
situational questions
A logical chain begins with them - you will learn necessary information and discover hidden needs. True, this type of question is inappropriate in the last stages of negotiations, and also irritates the interlocutor in large numbers, creating a feeling of interrogation.
For example:
Problematic issues
By asking them, you make the client think about whether he is satisfied with current situation. Be careful with this type of question so that the client does not wonder if he even needs your product. Be ready to offer a solution at any time.
For example:
Extraction questions
With their help, you invite the client to expand the problem, to think about its consequences for business and life. Probing questions should not be rushed: if the buyer has not yet realized that he has a serious problem, he will be annoyed by questions about its consequences. No less annoying is the stereotype of both problematic and extractive questions. The more diverse and natural they sound, the more effective they will be.
For example:
Guiding questions
Dispel doubts, the client convinces himself that your offer is optimal for the most effective solution your problem.
To dilute the same type of questions and not turn negotiations into an interrogation, use anchors. Before the question, leave space for a short preface containing, for example, facts or a short story.
There are three types of bindings - to the statements of the buyer, to your personal observations, to situations of a third party. This will dilute a number of questions and combine them into a balanced conversation. We suggest viewing scripts, including video to understand how to use questions correctly.
Pitfalls of SPIN Selling
Any sales technique is waiting for both praise and criticism. The trend has not bypassed SPIN sales. They show their shortcomings on the part of sellers: he asks mostly closed questions, such a game of “danetki” increases the number of questions and quickly gets bored. More questions arise due to the lack of information about the client - each of them has to find its own approach.
Buyers, on whom hundreds of manipulation methods have been practiced for decades, have become sensitive to them. SPIN selling also manipulates the client into thinking that he is the one choosing the path of change. You need to be careful in choosing questions and keep the situation under control so that the buyer does not even think that he does not decide. In addition, the SPIN-selling technology bypasses the presentation of the product, the stage of closing the transaction, as well as small retail sales focusing on big deals.
You need to be careful in choosing questions and keep the situation under control so that the buyer does not even think that he does not decide.
SPIN is a promising selling technique. In the process, you will learn all the necessary information, although preliminary preparation is also important: find out the offers of competitors, decide which advantages of your product you will focus on. Regular practice with recording conversations and building muscle in real negotiations will lead you to close the desired deals.
I am not a fanatic and I look at things quite soberly and critically. It is strange that as soon as a new original technique appears (in any areas), furious critics appear along with obvious admirers. So it was with the excellent and original method of natural muscle training by Mac Robert Stewart, described by him in the book “Think”. So it was with the method of successful acquaintance with women created by Eric von Markovik (Mystery) and described by him in his book “Metozh Mystery” ... Herostratus burned the library in Athens in an attempt to become famous, and he succeeded in both)) The reaction of mankind has not changed for recent centuries. Unless it has become a little softer and safer for an innovator) I think that Giordano Bruno, Copernicus and Galileo were subjected to more dangerous criticism and consequences for their lives) If the reader is not constrained by the narrowness of thinking and has at least the makings of “seeing the forest for the trees” - he will learn in SPIN method has many interesting and successful ideas. And he uses this technique to his advantage in his work and everyday life.
In the previous article we are loan brokers. In this one, we will give a sales system - what benefits to convey to the client and how to use the SPIN technology to sell brokerage services.
Key benefits of working with a loan broker
You must understand the true needs of the client. The client does not need a loan per se. The client needs a loan to make his dream come true. At the same time, the credit burden should be light - in terms of time, money and emotions. Here are the key benefits of working with a credit broker:
Guaranteed to get a loan for the realization of a dream.
Get a low interest loan.
Save time on trips to banks and preparing documents.
Take as much and as quickly as possible.
Provide emotional comfort.
Your task is to show with the help of benefits that the value of your services is much higher than the price.
The broker failed to convince the client that the price for his services was lower than the benefits offered. The client will try to get a loan on his own 
The value of a broker's services is much higher than the price. It is beneficial for the client to work with a broker
SPIN sales of brokerage services
Stages of SPIN sales
Establish contact and open a conversation
Situational questions - find out the client's situation
Problem questions - find out problems
Extracting questions - to form a need for the services of a broker
Guiding questions
Offer a solution, voice the benefits
Let's analyze each stage on the example of the sale of brokerage services. Please note that the dialogues are written as an example and serve as a guide for developing your own speech modules.
Establishing contact
Below we share the finished conversation script. Explanation: M. - manager, K. - client.
M. - Viktor Ivanovich, good afternoon.
K. - Good afternoon.
M. — My name is Konstantin. You applied for a loan on the site.
K. - Yes.
M. - Viktor Ivanovich, in order to save time and determine the optimal lending conditions / loan parameters / choose the best loan program, you will allow me if I ask you a few clarifying questions.
K. - Ask.
Please note that the manager already in the first seconds of the conversation uses the so-called languages of benefits: to save time / choose the best loan program. Such phrases "sell" to the client the next step of communication - questions.
situational questions
1. Let's clarify the loan amount, in the application you indicated 500,000 rubles. Right?
2. What is the purpose of the loan?
3. What regions are you in? Are you registered in Yekaterinburg and work there?
4. Do you work officially?
5. How much income can you verify and how? Help 2-NDFL or in the form of a bank?
6. Have you applied to any banks and what were the results?
7. Have you taken loans before, were there “delays” on them?
Some questions clarify the data specified by the client in the application, some supplement them. These questions help us understand whether the client is right for us, whether we are ready to work with him further.
Problematic issues
1. What is most important for you in choosing a bank/getting this loan?
2. Have you already tried to get a loan and how?
3. What conditions for obtaining a loan are decisive for you?
4. Which banks would you like to contact first and why?
With the help of problematic questions, you determine what is important for the client. These questions will help you sell your services.
Extraction questions
1. Do I understand correctly that if you take a loan with an interest rate higher by 7%, this will lead to a significant overpayment of 85 tr?
2. It turns out that if you fail to get a loan on time, then the car that you planned to buy can be sold to another buyer and you will be forced to look for a new option?
3. Is it important for you to take the entire amount of interest in order to complete the construction of the house before frost?
With these questions, you justify the value of your services. But you do it not on the forehead, but tactfully and unobtrusively - in the context of the client's situation.
Guiding questions
1. It turns out that the simultaneous submission of an application to 3-5 banks will surely allow you to get a loan and complete the construction of a house?
2. Do you think a professional choice of available loan programs will save you 85k?
3. The correct selection of banks, in which the decision is made within two days, will surely make it possible to purchase a car?
Offer and benefits
An offer is an offer of brokerage services. The questions helped you understand the client's problem and create a need for your services. The offer should push the client to a specific action.
An example of a dialog with an offer:
M. - Viktor Ivanovich, if you drive up today, we will pick up several banks with minimum payment, which will save you 85,000 rubles. During the day we will submit your application there and we will receive a decision within two days. What do you think?
K. - Yes, I'm interested. And how much does it cost?
M. - Our service is a small part of the savings that we will recoup for you on the interest rate. Upon receipt of 4.5% and at the conclusion of the contract 4000 on a dossier that includes .... But on the payment you save at least 2,500 per month, and 85,000 for the entire loan term. And you will receive decisions at the same time, that is, you will choose the bank, and not what will be imposed on you ... - Will it suit you?
K. - Good. What do I need to do for that?
M. - Viktor Ivanovich, you need to come to our office, with a passport and documents ..., take 4000 rubles with you so that we can immediately start working with your application. We are located at…
Would it be convenient for you to arrive tomorrow morning or afternoon?
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