Neil Rackham an author, consultant and academic who’s writing focuses on “consultative selling,” pioneered the method as well as wrote the book titled SPIN Selling back in 1988.
SPIN Selling proposes there are four types of questions. SPIN stands for :
Situation Questions deal with the facts about the buyers existing situation.
Problem Questions ask about the buyer’s pain and focus the buyer on this pain while clarifying the problem, before asking implication questions. . These give Implied Needs.
Implication Questions discuss the effects of the problem, before talking about solutions, and develop the seriousness of the problem to increase the buyer’s motivation to change.
Need-Payoff Questions 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.
Check out the podcast episode to learn more…….
For questions or to request a sales topic I can be reached at Michael@smartsalespro.net as well as on twitter and Facebook at smartsalespro.