In the book [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] the acronym SPIN is defined to denote:
* ''S'' [[Situational Questions]]
* ''P'' [[Problem Questions]] (implicit needs)
* ''I'' [[Implication Questions]]
* ''N'' [[Need Payoff Questions]] (explicit needs)

||Definition|Impact|Advice|h
|[[Situational Questions]]|Finding out ''facts'' about the buyers existing situation|Least powerfull of the SPIN questions. Negative relation to success. Most people ask to many|Eliminate unnecessary Situation Questions by doing your homework in advance|
|[[Problem Questions]]|Asking about ''problems, difficulties or dissatisfactions'' that the buyer is experiencing with the existing situation|More powerful than Situation Questions. People ask more problem questions if they get experienced at selling|Think of your products or services in terms the solve for buyers, not in terms of the details of characteristics that your product possesses|
|[[Implication Questions]]|Asking questions about the ''consequences or effects'' of the buyers problems, diffulcties or satisfactions|The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions|These questions are the hardest to ask. Practice and read the tips!|
|[[Need Payoff Questions]]|Asking about the ''value or usefulness'' of a proposed solution|Versatile questions used by a great deal by top salespeople. Positive impact on customers who rate calls high in Need payoff questions as helpful and constructive|Use these questions to get buyers tell you about the benefits that your solution can offer|
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sales_public
created
Sun, 12 Jun 2011 14:44:00 GMT
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dirkjan
modified
Sun, 12 Jun 2011 14:44:00 GMT
modifier
dirkjan
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creator
dirkjan