What is SPIN Selling

One of the best consultative selling methods, recommended by the top sales experts is SPIN Selling- based on the book by Neil Rackam. The questions are designed to get rid of salesy tactics where your sales team shows up and throws up, to then shift the focus to the customer by simply asking them questions.

If you simply ask…Your customer will tell you exactly what their problems are and share specifically how solving the issue will impact their business and what benefit or financial gain will occur as a result. By having them tell you what they need, the customer essentially closes the deal for you. …The problem is…most people are too busy thinking of how to jump in and share the good news of their wonderful solution…and never bother to have the customer share what that benefit means to them.

S.P.I.N. is an acronym that stands for
Situation, Problem, Implication and Need-Payoff

For situation questions you conduct basic fact-finding questions about their business. You want to have some research done in advance so that you’re not asking questions that you could easily find on their website. Asking situation questions helps to start the conversation and build rapport with the customer.