SPIN Selling

In the late 80’s Neil Rackham and his company Huthwaite Inc. researched thousands of sales calls and came up with the SPIN method.  This method is still used today when it comes to selling an idea, a product or a service.  It’s a great model to apply when selling and shows how the needs of your potential client are the key to success.  Here’s the SPIN method explained in a nutshell…

Now that you have a taste of what SPIN selling is, check out the quiz below to test your knowledge!

1. A complex sales environment is when you are interacting with customers frequently

 
 

2. SPIN technique can only be used in the Sales industry

 
 

3. “Situation” questions probe for more information about the client

 
 

4. A typical Situation question would be “What do your current processes look like?”

 
 

5. “Problem” questions are questions you should avoid as a salesperson

 
 

6. A typical Problem question would be “Are you happy in your job?”

 
 

7. “Implication” questions often bring out customer needs

 
 

8. A typical Implication question would be “Have communication problems delayed projects?”

 
 

9. “Need-payoff” questions allow your customer to tell you what a solution would look like

 
 

10. SPIN research was based on over 35 sales calls

 
 

Here’s a closer look at the SPIN Model:

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