SPIN Selling:

An Introduction

The SPIN Technique

S P I N

The SPIN Technique

Spin Problem Implication Need payoff

What is the Goal of Questioning?

What is the Goal of Questioning?

To uncover needs
Implicit needs Explicit needs

What is the Goal of Questioning?

Implicit need a statement of a buyers problem, dissatisfaction or difficulty with a current situation

What is the Goal of Questioning?

Explicit need a clear statement of a buyers want, desire or intention to act

Implicit vs. Explicit Needs? Which results in more sales?

Why is that?

The Value Equation

Seriousness of the problem

Cost of the Solution

Tipping the Scales

Things that dont typically tip the scales:
Inconvenience

Things that can easily tip the scales:

Lost customers Competition Lost quality Inefficiency Slow response time

Implicit vs. Explicit Needs?

Telling the difference:
Breakdowns are a problem when.. Ideally, interest rates would be fixed at I really need 99% reliability. Im unhappy about service delays. Im worried about interest rates rising. I want faster response times.

Implicit vs. Explicit Needs?

Telling the difference:
Breakdowns are a problem when.. I really need 99% reliability. Im worried about interest rates rising. Ideally, interest rates would be fixed at Im unhappy about service delays. I want faster response times.