1.
SPIN Selling Techniques
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2.
 SPIN Selling, a great model, was the brainchild of Neil
Rackham who authored a book of the same name in 1988. The book
has been very successful selling over 150,000 copies.
 The original survey was developed by Huthwaite, an international
research and training organization, after analyzing thousands of
actual sales call.
 "SPIN Selling" suggests you develop a questioning mindset stating
it's "more important to understand than to persuade.
 The idea is to get the prospect talking; that way the sales person
can draw out insights and act on them in a way that advances the
sale.
SPIN Selling
 SPIN selling is a four-step model that relies on the theory that
successful selling is customer centered and offers customized
solutions to your prospect’s problems.

3.
SPIN Selling Quotes
Paul Clarke, Sales Director, Massimo Zanett
We’re on track to higher sales volume,
greater revenue-per-customer and
industry-leading growth. The SPIN
Selling approach is giving us credibility
with a new type of buyer, and
accelerating our entry into regional and
national chains.
“People do not buy from salespeople
because they understand their products
but because they felt the salesperson
understood their problems.”
A good quote from the book

4.
SPIN Sequence

5.
Situation questions
 It’s a general data-gathering questions to collect
background data and facts to understand the prospect’s
current situation.
 Although these questions are easy to ask, the prospect
Could be impatient if too many of questions are asked
and the prospect will think the salesperson is
unprepared.
 A good knowledge of the customer’s industry and/or the
information provided by an internal or external contact
can help planning the call in a way to reduce the number
of situation questions required.

6.
 The goal is to discover a problem or dissatisfaction. you prompt
the buyer to state implied needs to which you can provide
solutions.
 ask about the buyer's pain and focus the buyer on this pain while
clarifying the problem. These problems and issues are what you
will gently but firmly use to drive the sale forward.
 The best way to plan problems questions is to previously set a
minimum of three potential customer problems.
 If a seller can’t discover problem using problem questions, then
she might need to ask additional situation questions first to
uncover more issues that might lead to better problem questions.
Problem Questions

7.
 Determine the effects of the problem, before talking about
solutions, and develop the seriousness of the problem to
increase the buyer's motivation to change.
 Implication Questions are the most powerful sales questions
and the skill in using them doesn't automatically improve
with experience. People buy when the pain of the problem is
greater than the cost of the solution.
 If the buyer answers these questions in a way that indicates
she doesn’t see serious implications of the problem identified,
the seller would have to go backend ask additional
implication questions, problem questions, and maybe even
situation questions. The seller doesn’t move ahead to need
payoff questions until the prospect sees that there are
serious Problem need to solve.
Implication Questions

8.
 get the buyer to tell you about their Explicit Needs and the
benefits your solutions offers, rather than forcing you to
explain the benefits to the buyer. Getting the buyer to
state the benefits has greater impact with less pushy.
 Get the customer considering how valuable a real solution
to the problem or problems would be.
 If the prospect responds negatively to a need payoff
question, the salesperson has not identified a problem
serious enough for the prospect to take action. In that case,
the salesperson should probe further by asking additional
problem questions, implication questions, and then a new
need payoff question
Need PayOff questions

9.
Implicit VS Explicit Need
 IMPLICIT Need: “implied or understood though not
plainly or directly expressed.” Something is,
therefore, implicit when it is not directly stated but is
either suggested in the wording or necessary to
effectuate the purpose.
 Explicit Need: “To fully and clearly express
something, leaving nothing implied.” Something is
explicit when it is cleared stated and spelled out
and there is no room for confusion, as in the
writing of a contract or statute.
IMPLICIT Need
Required for complex
sales-consultative selling
approach
EXPLICIT Need
Simple sales- transactional
selling approach

10.
 Why is being able to have
a big picture overview of
your sales pipeline
important to you?
 If you could cut the
amount of time spent
training new staff on your
CRM, what impact would
that have?
Need payoff
 If leads don’t get input
into your CRM system,
what’s the impact on
your sales outlook?
 If training on your CRM
is costly and time-
consuming, what does
that mean for new reps
when they start?
Implication
 Was the amount of training
you needed to get up and
running with your CRM
ever a problem?
 Do you find it’s expensive
adding new users to your
CRM?
 What’s the biggest problem
you’re facing so far when
managing your sales
pipeline?
Problem
 How do you currently manage
your customer’s contact
details?
 How do you keep track of
what’s happening in your
sales pipeline?
 How do you maintain an
overview of how your
individual sales reps are
performing?
Situation
Example of Questions