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SPIN Strategy

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24 views1 page

SPIN Strategy

Uploaded by

nidhishetty81224
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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The SPIN strategy outlines four key sales areas

To truly understand your client’s needs, there are four critical areas with which you’ll have to
engage.

The handy acronym SPIN can help you remember: situation, problem, implication and need-
payoff.

A smart salesperson comes up with good questions for a prospective client that address each of
these areas. To learn about your prospect, you’ll start out with questions that explore
the situation and the problem.

Situation questions get you the straight facts, such as “What computer equipment do you use?” or
“Who is your current internet provider?”

While important, don’t bore your prospect with too many situation questions. Problem questions
get to the heart of the matter, as it’s here where you’ll discover your prospective client’s difficulties
or dissatisfactions.

Good problem questions might resemble these examples: “Are you satisfied with your internet
provider?” or perhaps, “Isn’t it too difficult to file taxes yourself?”

Don’t forget those implied needs, as you’ll need to investigate those too! Implication questions dig
deeper into the real consequences of a client’s problems.

Although your potential client may see his problems as inconsequential, it’s your job to highlight
them and build them up, bringing into the conversation the consequences of these problems that
your client might not have considered, such as overtime costs or employee turnover.

The larger the scale of the sale, the more important it is for a salesperson to transform a small
problem into a huge issue that demands immediate action on the part of the client.

However, you don’t want to depress your prospect by focusing only on his problems! Instead, your
next step is to turn the conversation around to the solutions that you offer, using need-
payoff questions.

After highlighting your client’s problems, you need to be able to ask him how he intends to solve
his company’s problem. If all has gone according to plan and you’ve outlined your services well,
your client should see your proposal as not only an effective solution but also the most obvious
one!

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