Q: What’s included with the SPIN selling questions?
A: You’ll get a PDF that includes a sequence of questions for each stage of the SPIN selling methodology.
Q: Who are these SPIN selling questions for?
A: These questions are perfect for:
- Sales managers: Use these questions to build a better sales playbook and coach your sales team on how to bring more value to each sales call.
- Sales reps: Learn the exact types of sales questions that uncover buying motivations and get prospects to view you as a trusted advisor. Leverage them to win bigger deals and crush your sales targets.
Q: What format are the SPIN selling questions sent in?
A: You’ll receive the SPIN selling questions in a PDF that you can open in Adobe Acrobat Reader or your web browser.
Q: What is SPIN selling?
A: SPIN selling is a sales methodology that Neil Rackham developed with data from over 35,000 sales calls. Rackham published his methodology in his 1988 book Spin Selling. In the sales book, he describes a framework built around a sequence of questions that individual sales reps ask to discover customer needs, uncover pain points, and make larger sales.
Q: What are the SPIN selling questions?
A: The letters of the acronym SPIN represent 4 categories of questions — each builds upon the last until a deal is closed. These categories are:
- Situation: Situation questions help sales reps gather more information about their prospects. The goal is to get a clearer picture of what their current situation is like.
- Problem: Problem questions get potential customers to talk about their problems. These are the questions that you ask to uncover pain points.
- Implication: Implication questions get prospects to see the consequences of their problems if they’re left unaddressed. They’re designed to drive urgency.
- Need-Payoff: Finally, Need-Payoff questions guide prospects to see the benefits of solving their problem. These questions increase deal momentum.
Q: What are the stages of SPIN selling?
A: According to Rackham, the sales cycle consists of the following stages:
- Opening: Instead of diving straight into product features, sales reps should first build rapport with prospects and earn their trust.
- Investigating: The investigation stage involves learning more about your prospects’ problems and figuring out how your product can help.
- Demonstrating Capability: The next stage is where you tailor your sales pitch and demonstrate the capability of your solution (typically through product demos)
- Obtaining Commitment: Finally, the last stage of the SPIN methodology is to overcome any objections and close the sale.
Q: Looking for more tips to boost your sales?
A: Here are a few resources that you won’t want to miss: