Dirkjan: Created page with "In the book The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources t..."

2020-08-25T10:27:58Z

Created page with "In the book The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources t..."

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In the book [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources|The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] the acronym SPIN is defined to denote:
* '''S''' [[Situational Questions|Situational Questions]]
* '''P''' [[Problem Questions|Problem Questions]] (implicit needs)
* '''I''' [[Implication Questions|Implication Questions]]
* '''N''' [[Need Payoff Questions|Need Payoff Questions]] (explicit needs)

{| class="wikitable"
!
!Definition
!Impact
!Advice
|-
|[[Situational Questions|Situational Questions]]
|Finding out '''facts''' about the buyers existing situation
|Least powerfull of the SPIN questions. Negative relation to success. Most people ask to many
|Eliminate unnecessary Situation Questions by doing your homework in advance
|-
|[[Problem Questions|Problem Questions]]
|Asking about '''problems, difficulties or dissatisfactions''' that the buyer is experiencing with the existing situation
|More powerful than Situation Questions. People ask more problem questions if they get experienced at selling
|Think of your products or services in terms the solve for buyers, not in terms of the details of characteristics that your product possesses
|-
|[[Implication Questions|Implication Questions]]
|Asking questions about the '''consequences or effects''' of the buyers problems, diffulcties or satisfactions
|The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions
|These questions are the hardest to ask. Practice and read the tips!
|-
|[[Need Payoff Questions|Need Payoff Questions]]
|Asking about the '''value or usefulness''' of a proposed solution
|Versatile questions used by a great deal by top salespeople. Positive impact on customers who rate calls high in Need payoff questions as helpful and constructive
|Use these questions to get buyers tell you about the benefits that your solution can offer
|-
|}
[[Category:sales]]

[[Category:Concept]]

[[Category:M16]]

[[Category:Model]]

[[Category:Term]]

SPIN - Revision history

Dirkjan: Created page with "In the book The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources t..."