How To Sell More By SPIN Selling

Spin Selling is a technique used to quickly identify your client’s needs and requirements, to match them with a product offering that you have.

So how does it work?

SPIN stands for Situation, Problem, Implication and Need pay off.

It relates to the line of questioning that you ask your clients in order to identify these key points.

SITUATION – Situation questions help to discover the status quo. Use these questions to understand business needs and requirements, processes, and other such driving factors.

PROBLEM- Problem questions will help you to identify the problems your buyer has been facing recently. Using these questions can show areas of opportunity and demonstrate that what you are offering will solve that problem and make their life easier and more cost-effective.

IMPLICATION – How urgent is the problem for your client to fix? drive urgency for solving the problem. Use these questions to show buyers why they need to change. How many business opportunities have they been missing from not having the solution you are offering them? How much money are they spending on head counts for this problem? Are there current processes old and dated and slow to run?

NEED- PAYOFF – Demonstrate to your client the benefits of solving the problem and the payoff for taking action now rather than later. Discuss the next steps. What is the return on investment for them? List the benefits, not the features. Increased productivity, more free time for them. One less thing for them to worry about. Future-proofing their sales processes, cost-effectiveness, etc.

When you understand these simple steps and what your client wants to get out of their relationship with you, the better the rapport becomes and the more you can excite and connect them with the products you are offering them.

Earn your commissions. Treat your customers well. Build that rapport. Give them what they need