SPIN® -Selling

Key Facts and Insights from SPIN® -Selling

1. SPIN® is an acronym that stands for Situation, Problem, Implication, and Need-payoff, which are the four types of questions that salespeople should ask their clients.
2. The Situation questions are designed to collect facts about the customer’s current circumstances.
3. Problem questions are meant to identify the customer’s problems that the salesperson's product or service could solve.
4. Implication questions help the customer realize the seriousness and potential consequences of their problem.
5. Need-payoff questions show the customer how the salesperson's product or service can solve their problem and deliver specific benefits.
6. The book argues that...

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