SPIN® -Selling

Authors: Neil Rackham

Marketing & Sales Preview Book link to amazon

Key Ideas

1. SPIN® Selling is a sales method developed by Neil Rackham that focuses on asking questions to uncover the customer's needs and pain points.

2. The SPIN® model consists of four types of questions - Situation, Problem, Implication, and Need-payoff.

3. The Situation questions aim to gather information about the customer's current situation and background.

4. Problem questions help the salesperson uncover the customer's challenges and issues.

5. Implication questions focus on the potential consequences or impacts of the customer's problems.

6. Need-payoff questions aim to help the custom....
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Quiz

1. What are the four types of questions in the SPIN® model?

Situation, Problem, Implication, and Need-payoff

Introduction, Sales, Presentation, and Negotiation

Information, Persuasion, Negotiation, and Closure

Product, Price, Place, and Promotion

2. What is the purpose of Situation questions?

To gather information about the customer's current situation and background.

To uncover the customer's challenges and issues.

To explore the consequences or impacts of the customer's problems.

To help the customer realize the value and benefits of the solution.

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