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Mastering SPIN Selling Techniques

This document outlines the four types of questions used in the SPIN selling method: Situation Questions, Problem Questions, Implication Questions, and Need-Payoff Questions. Situation Questions gather background information. Problem Questions probe for issues and dissatisfaction. Implication Questions uncover the effects of problems. Need-Payoff Questions focus on the benefits of solutions rather than problems. Examples are provided for each type of question.

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Mihai Geambasu
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344 views2 pages

Mastering SPIN Selling Techniques

This document outlines the four types of questions used in the SPIN selling method: Situation Questions, Problem Questions, Implication Questions, and Need-Payoff Questions. Situation Questions gather background information. Problem Questions probe for issues and dissatisfaction. Implication Questions uncover the effects of problems. Need-Payoff Questions focus on the benefits of solutions rather than problems. Examples are provided for each type of question.

Uploaded by

Mihai Geambasu
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

SPIN Selling

Situation Questions

Problem Questions

Implication Questions

Need-Payoff Questions

Situation Questions : Questions which each collect facts,


information and background data. The key is not to ask too many. Do
your research on the company before your sales call to minimize these
questions, which can bore the buyer.

Examples:

 What applications do you manufacture?


 What kind of bearings are you using?
 How many bearings do you buy each year?
 How frequently do you need to replace your bearings on your
equipment?

Problem Questions : Questions which probe for a problem, difficulty, or


dissatisfaction. The key to selling is solving a problem. If you can’t solve a
problem for a customer, then why would they switch to Timken?

Examples:

 Are you currently satisfied with your present supplier?


 Do the bearings you buy meet your desired load capability? speeds?
stiffness? torque?
 Do you have a tough to solve application which requires technical
support?
Page 2

Implication Questions : Questions which uncover effects and


consequences of the customer’s problem. It’s essential in larger sales to
take a problem and build it up large enough to justify action. Implication
questions build up your buyer’s perception of value.

Examples:

 How much does it cost to


rebuild a machine?
 How much money do you lose in
production every time a
machine is down?
 What are the consequences for
not meeting the European
standard for emission control?
 How much would you gain if you
could improve your product
competitiveness for speed?
load? ease of maintenance?

Need-Payoff Questions : Questions


which focus the customer’s attention on the solution rather than the
problem. The need-payoff questions help build up the positive value or
usefulness of solving a problem. As a bonus, they get the customer telling
you why they need your solution to their problem.

Example:

 Why is it important to you to solve this problem?


 Why would you find this solution so useful?
 How do you think a faster product would help you?

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SPIN Selling Situation Questions Problem Questions Implication Questions Need-Payoff Questions Situation Questions : Question
Page 2 Implication Questions : Questions which uncover effects and consequences of the customer’s problem. It’s essential in

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