What is the SPANCO method?

SPANCO stands for: Suspect, Prospect, Analysis, Negociation, Conclusion et Order of purchase. It is a commercial method dedicated to customer acquisition, it consists of transforming a lead into a customer in 6 steps. It allows you to manage the sales process before converting the lead; it is important not to skip any steps and to take stock of the lead’s situation at each stage.

What are the 6 steps of the SPANCO method?

Suspect

Define a list of potential prospects using the CRM. It is important to know the target inside and out in order to understand their needs and concerns. Your target could have been defined using persona.

Prospect

The list of prospects must then be segmented using their motivations and their profile. Then, you should contact them to obtain an appointment. You must implement a prospecting strategy adapted to your target in order to provide value from the first contact.

Analysis

The analysis phase allows you to better understand the needs, desires and obstacles of prospects. All this with the aim of making them the most coherent offer possible. The sales team is meeting the prospect for the first time, so it is necessary to listen carefully to the prospect to best meet their needs in the next steps.

Negociation

Negotiation must make it possible to answer all of the prospects’ doubts. It is necessary to prepare the speech thanks in particular to the analysis phase which made it possible to understand the prospect’s reasoning. The proposed solution must be perfectly in line with the prospect’s expectations, the argument must be precise and personalised.

Conclusion

Define a list of potential prospects using the CRM. It is important to know the target inside and out in order to understand their needs and concerns. Your target could have been defined using persona.

Order of purchase

This step concludes the sale, but it is important to ensure customer follow-up, particularly through after-sales service, in order to promote customer satisfaction.