{"id":10153,"date":"2020-07-01T19:03:00","date_gmt":"2020-07-01T23:03:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=10153"},"modified":"2020-07-10T20:48:05","modified_gmt":"2020-07-11T00:48:05","slug":"what-is-spin-selling","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/what-is-spin-selling\/","title":{"rendered":"What Is SPIN Selling? The Best Sales Strategy for You"},"content":{"rendered":"\n

What is SPIN selling? What does it stand for, and how does it work?<\/p>\n\n\n\n

SPIN selling is a sales strategy based on asking the right questions<\/a>. So when you ask “what is SPIN selling,” you’re already on your way. Find out the answer to “what is SPIN selling” below.<\/p>\n\n\n\n\n\n\n\n

What Is SPIN Selling? <\/h2>\n\n\n\n

So, what is SPIN selling, and what does SPIN selling stand for?<\/p>\n\n\n\n

Researchers found that successful reps handled the investigating stage differently. Rather than focusing on asking open and closed questions in large sales, they asked four different types of questions in a sequence. These successful reps\u2019 investigating questions can be described as the SPIN sequence, which is explained in detail throughout this summary. Here\u2019s an overview:<\/p>\n\n\n\n

1)<\/strong> S-Situation questions<\/strong>: Start by asking fact-finding and background questions, such as<\/p>\n\n\n\n

\u201cWhat do you see as the company\u2019s biggest growth opportunities?\u201d Asking too many of these questions can impose on the customer\u2019s time and patience, so use them judiciously.<\/p>\n\n\n\n

2) P-Problem questions: <\/strong>Once you understand the customer\u2019s situation, ask questions that explore problems or issues your product or solution can solve\u2014for instance, \u201cAre you concerned about meeting your clients\u2019 quality standards with your aging equipment?\u201d Less experienced reps may not ask enough of these questions.<\/p>\n\n\n\n

3) I-Implication questions:<\/strong> Asking good situation and problem questions<\/a> may be enough to win a small sale. However, you need to go further in large sales and ask a more sophisticated question that explores the implications or ramifications of a customer\u2019s problem\u2014for example, \u201cHow will this affect your fourth-quarter results?\u201d, or \u201cWhat will this mean for your biggest customer?\u201d The point is to underscore a problem\u2019s significance, and create a sense of urgency for solving it. These are more difficult questions to frame, even for experienced salespeople.<\/p>\n\n\n\n

4) N-Need-payoff questions: <\/strong>These questions lead the customer to articulate the benefits of your product or solution. For example, you might ask, \u201cHow useful would it be if we could increase your output by 10%?\u201d, or \u201cHow would being able to reduce errors help you?\u201d Need-payoff questions contribute strongly to sales success<\/a>. Top reps ask these questions 10 times more often than average reps.<\/p>\n\n\n\n

Asking SPIN questions is the best way to use the investigating phase of a sales call.<\/p>\n\n\n\n

Remember this acronym, and you’ll be on your way to using SPIN. Plus, you’ll be able to answer other interested salespeople who want to know what does SPIN selling stands for. <\/p>\n\n\n\n

The SPIN Model in Action<\/strong><\/h3>\n\n\n\n

Now that you’ve answered the question, “what is SPIN selling?”, you need to see how it work. The SPIN sales model<\/a> is effective because it guides reps to ask questions that are important and relevant to the customer, as opposed to focusing on whether questions are open or closed. It moves the customer through a naturally unfolding process of uncovering and developing implied needs<\/a>, and then evolving them into explicit needs.<\/p>\n\n\n\n

Here\u2019s a summary showing the flow:<\/p>\n\n\n\n