SPIN® SellingWhat is SPIN Selling?
Simply stated, SPIN Selling is an acronym for a questioning model that helps sellers uncover and develop the needs of their customers.
The purpose of questions in the complex sale is to uncover Implied Needs (statements by the customer of problems, difficulties, and dissatisfactions) and to develop them into Explicit Needs (specific customer statements of wants or desires). Four types of questions--Situation, Problem, Implication, and Need-payoff--form a powerful questioning sequence that successful people use during the all-important Investigating stage of the sales call to help in the needs development process. The SPIN questions work because they are derived from watching successful salespeople in action. |