SPIN Selling Flashcards
What does the letter S in the acronym SPIN stand for?
S = Situation
These are questions about the current situation of the potential client. They are meant to find out the logistics, but also to find out out the first aspects of the problem.
What does the letter P in the acronym SPIN stand for?
P = Problem
These are questions about the problem the potential client has. They are meant to make the potential client aware of the fact that he has a problem and to find out what that problem looks like exactly.
What does the letter I in the acronym SPIN stand for?
I = Implications (negative)
These are questions about the negative implications of the problem. They are designed to create awareness in the potential client for the negative implications that his problem has, if left unsolved, and to find out what exact implications cause the client the most stress. These implications could be in effect already, or take effect in the future.
What does the letter N in the acronym SPIN stand for?
N = Need Payoff (positive)
These questions are designed to find out what positive payoffs the solution of the problem will bring for the potential client. They are designed to create awareness of the things that the client will get out of solving the problem, and to find out what exact payoff he wants / needs the most.
What are the 7 golden situation questions? (Say them out loud!)
- What does your current situation look like?
- How do you currently handle X?
- How do you approach X at the moment?
- Do you have a strategy for that?
- How long has this been going on?
- How important is X for you?
- Do you follow a clear process regarding this issue?
What are the 7 golden problem questions? (Say them out loud!)
- What is your Plan B, if X doesn’t work?
- What is your Plan B, if this issue keeps on going?
- Are you happy with your results?
- What is currently your biggest sticking point?
- Where are you currently stuck?
- What is missing so you can achieve Y?
- What is your biggest challenge in that area?
What are the 6 golden implication questions? (Say them out loud!)
- What will happen, if it stays like it is right now?
- What is bothering you the most about situation X?
- When did situation X bother you the last time?
- In which ways do you notice situation X in your daily life?
- What do you really want to prevent by solving problem X?
- Would you agree with me that problem X is a massive obstacle to achieving your goal Y?
What are the 8 golden need payoff questions? (Say them out loud!)
- Would it help, if…?
- Would it be easier to achieve goal Y if you solved problem X?
- Would you personally get value out of Y?
- Which other areas of your life would benefit from Y?
- How would you feel if you could solve problem X?
- Why is solving X so important to you?
- Where do you want to be in 5 years?
- Why is right now the best point in time to change something?
