Mapping SPIN Selling to "How you make the sale"

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