SPIN Selling Flashcards
What are the stage of SPIN Selling
S - Situation
P - Pain
I - Implication
N - Need Payoff
What is the Situation stage?
Questions to establish context - how they do things?
What is the Pain stage?
The Problems stage interrogates problems within the situation, usually open questions.
“How much time spent pulling reports?”
“Do your consultants feel accountable?”
What is the Implication phase?
Questions to see how the problem is impacting the business
What is the Need Payoff phase?
Questions to find out how it would positively impact the business if the problem was solved.
“If you had better visibility to data, how important would it be to you?”
What questions might you ask in the Situation Phase?
“Do you use spreadsheets?”
“Are you running any incentives or competitions?”
“Do you work from home or are you mainly in the office?”
What could you ask in the Implication phase?
“How is [PROBLEM] affecting the business?”
“How is not having visibility to data affecting you?”
“How would you say the difficulty you have in running incentives is affecting the you at the moment?”
What might you ask in the Need/Payoff phase?
“If you could run more effective incentives and set them up more easily, how important would that help you?”
“Let’s say you had increased visibility to data and performance, why would this be important to you?”
It’s important that we don’t put ____ into the SPIN process
OURSELVES / OUR PRODUCT
