SPIN

In the book The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources the acronym SPIN is defined to denote:

• S Situational Questions
• P Problem Questions (implicit needs)
• I Implication Questions
• N Need Payoff Questions (explicit needs)

	Definition	Impact	Advice
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	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	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	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