Sales POP - Purveyors of Propserity
SPIN Selling
Snapshots Infographics / For Sales Pros / Dec 4, 2017 / Posted by John Golden / 6637

SPIN Selling


The SPIN Selling process was developed following the careful observation of 35,000 sales calls carried out by experienced, professional sales experts. It was created as a method of helping salespeople understand the questions they were asking, and teaching them how to utilize targeted questioning to earn more sales. The quality of the question matters, so to improve your sale, learn how to ask better questions! The SPIN method of questioning can help.

SPIN Selling

  1. (S) Situation questions: This kind of question is about asking situation type questions in order to get an understanding of context. You are looking for answers that give you general information. You can use more specific questioning to get more specific answers. An example of a situation question is, “how do you currently manage your customer’s contact details?”
  2. (P) Problem questions: Use this question to discover challenges, shortcomings, and difficulties. As a salesperson, your goal is to help a potential customer solve their need. If they don’t understand that they have a problem, they will be less likely to seek solutions. An example of this kind of question is, “was the amount of training you needed to get up and running with your CRM ever a problem?”
  3. (I) Implication questions: Implication questions get the buyer to state the costs of consequences of the problem that you established with the problem questioning. These questions make the customer eager to solve the problem that you have identified. An example is, “if you can’t accurately see your performance to date, how much response time do you have to implement a fix if you anticipate your sales are falling short of the target?”
  4. Need Pay-off Questions: These questions make up the final stage of the SPIN selling process. The goal is to help the customer focus on the solution (which is what you’re selling!) An example is, “why is being able to have an overview of your sales pipeline important to you?”

Here is an instant tutorial on SPIN Selling, and why the questions matter! For more on SPIN selling, check out Why Questions Matter in Selling – A Synopsis of SPIN Selling.

About Author

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Author's Publications on Amazon

John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
Buy on Amazon
FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
Buy on Amazon

Pipeliner CRM

Pipeliner CRM

The first CRM solution designed to actually empower salespeople.

Pipeliner CRM: Instant Intelligence, Visualized
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.