View source for Mapping SPIN Selling to "How you make the sale"

{| class="wikitable"
!SPIN Phase
!How you make the sale phase
|-
|[[Opening|Opening]]
|[[Step 1, Research prior to the sale|Step 1, Research prior to the sale]]
|-
|
|[[Step 2, Meet and greet|Step 2, Meet and greet]]
|-
|[[Investigating|Investigating]]
|[[Step 3, Discovery|Step 3, Discovery]]
|-
|[[Demonstrating Capability|Demonstrating Capability]]
|[[Step 4, Features and benefits|Step 4, Features and benefits]]
|-
|
|[[Step 5. Making the case and presenting the solution|Step 5. Making the case and presenting the solution]]
|-
|[[Obtaining commitment|Obtaining commitment]]
|[[Step 6, The objective is objections: dealing with resistance|Step 6, The objective is objections: dealing with resistance]]
|-
|
|[[Step 7, Closing: it is OK to ask for the order|Step 7, Closing: it is OK to ask for the order]]
|-
|Not present
|[[Step 8, Following up for ongoing profitability|Step 8, Following up for ongoing profitability]]
|-
|}
[[Category:sales]]