SPIN

Situation Question

Data gathering questions about facts and background

Problem Questions are used to discover _______ needs

Implied

Implication Question

Takes a customer problem and explore its effects or consequences

Needs-Payoff questions are used to discover ______ needs

Explicit

Needs Payoff Question

Get the customer to tell you the benefits the solution would offer. Help internal selling by customers on your behalf. Best way to rehearse customer in presenting your solutions convincingly to others.

(Category) Is this operation difficult to perform?

Problem

(Category) Are you worried about the quality from your old machine?

Problem

(Category) How will this problem affect your future profitability?

Implication

(Category) What effect does this reject rate have on customer satisfaction?

Implication

(Category) Would it be useful to speed this operation by 10%?

Need Payoff

(Category) If we could improve the quality of this operation, how would that help you?

Need Payoff

Full SPIN Model

Situation Questions (to establish context), Problem Questions (to reveal implied needs), Implication Questions (develops the implied needs, which make the buyer feel the problem more clearly and accutely), Need Payoff Questions (to reveal explicit needs,

Successful sellers put their main effort in _______ stage

Investigating

When looking for commitment, successful sellers don't ______, they _____

Ask, tell

Implied Need

Statements by the customer of problems, difficulties, and dissatisfactions

Explicit Need

Specific customer statements of wants or desiers

Im unhappy about wastage rates" (Category)

Implied

We're not satisfied with the speed of our existing process" (Category)

Implied

We need a faster system" (Category)

Explicit

What we're looking for is a more reliable machine" (Category)

Explicit

I'd like to have a backup capability" (Category)

Explicit

Our present system can't cope with the throughput" (Category)

Implied

What is the purpose of questions in the larger sale?

Uncover implied needs and develop them into explicit needs

(Category) How old is this unit?

Situation

(Category) What equipment do you use now?

Situation

(Category) How many people do you employ here?

Situation

(Category) What are the disadvantages of the way you're handling this now?

Problem

(Category) Will it slow down your proposed expansion?

Implication

(Category) Is it important to you to solve this problem?

Need Payoff

(Category) Why would you find this solution so useful?

Need Payoff

(Category) What benefits do you see?

Need Payoff

Times to avoid Needs Payoff

Early in the call, If you dont have the answer

Advantages (Type A Benefits)

Show how products services or their features can be used or can help the customer