Key Facts and Insights from SPIN® -Selling
- 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.
- The Situation questions are designed to collect facts about the customer’s current circumstances.
- Problem questions are meant to identify the customer’s problems that the salesperson's product or service could solve.
- Implication questions help the customer realize the seriousness and potential consequences of their problem.
- Need-payoff questions show the customer how the salesperson's product or service can solve their problem and deliver specific benefits.
- The book argues that...
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Christopher Grohmann DE
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Dr. Abdelaziz EL Meniawy EG
Business Mentor and consultant at various startups, Doctor of Business Administration (DBA) in Entrepreneurship and Innovation. My Blog : nextgenventure.net , https://nextgenventure.net
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Dominic Forte GB
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