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SPIN selling:---

Neil Rackham’s 1988 book “SPIN Selling” was the world’s introduction to this sales methodology. The aim is to remove some of the uncertainty and difficulties in closing a deal and discover common themes that might assist a sales agent in developing a substantiated rapport with a prospect. This process would establish the salesperson as a trusted adviser while still falling within ethical sales practices. 

The principles of SPIN selling result from 35,000 sales calls by 10,000 salespeople in 23 countries over 12 years, each meticulously analyzed by sales specialists.

The data concluded that particular questions could affect the flow of the sales process, and the caliber of the questions a salesperson asks is critical to the result of a deal. 

Rackham then boiled down the analysis into a framework of guided questions resulting in the SPIN acronym:

S – SITUATION

P – PROBLEM

I – IMPLICATION

N – NEED-PAYOFF

These four SPIN selling questions have a particular role in the sales process, and it’s important to know what those roles are to be effective.

Situation questions

Situation questions are the opening questions and provide representatives with a better understanding of where each prospect is in the sales funnel. 

Problem questions

Problem questions identify the issues causing the most distress to your potential customers. 

Implication questions

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