Presented by:

Group 5
Pranjali Tiwari
Saptadeep Saha
Dashyam Vishal
Vishakha
Vikash Sharma
Abhishek Nakrani
Snehal Borkar
 Introduction

• Developed by Neil Rackham, The SPIN model is the result

of Huthwaite's research of 35,000 sales calls.

• Mostly for high-value B2B Sales.

• Making customer realize what he has to get?

• Grouped into four kinds of questions, SPIN stands for:

1. Situation
2. Problem
3. Implication
4. Need-Payoff
 How to do spin selling
Situation Questions
To establish context

Leading to

Which are developed by

Problem questions

Implied
Needs

Implication So that buyer reveals

questions

Leading to

Need payoff So that the buyer states

questions
To feel problem more clearly

Actual Needs

Need payoff which are strongly

related to sales success Allowing the seller to state
 B2B example

SPIN SELLING OF A COFFEE

VENDING MACHINE:
 Situation questions

• It helps you in understanding the buyer’s current situation.

• To collect facts and background information about the buyer.

1. How many employees do you

have?
2. What do your employees need for
refreshments coffee?
3. Do you have in house pantry or do
they go out of office ?
4. How many times do they need
coffee in a day?
 Problem questions

• To discover problems, difficulties, dissatisfactions experienced by

the buyer in areas where the seller’s product can help.
• A crucial part of asking the right problem questions is anticipating
obstacles they may not have even considered yet.

1. Do your employees have to go out

to have coffee?
2. Does the tea come on time?
3. Is coffee hot?
4. What is the price of each cup of
coffee?
 Implication questions
+
• To ascertain the effects or consequences of problems,
difficulties, dissatisfactions.
• They highlight the urgency and seriousness of the
problem.
• Problem-centred.

1. If coffee doesn’t come on time,

do your employees feel
frustrated?
2. Are your employees happy with
tea?
3. Does coffee increase their moral?
4. How much productivity will
decrease if they go out?
5. How much time is wasted?
 Need Payoff questions

• Solution-centred questions.
• They focus the buyer’s attention on the solution rather than on
the product details.
• They get the buyer to tell the salesperson, the benefits that
seller’s solution could offer!!!

1. What if coffee charge you in just

₹0.40 instead of ₹10?
2. What if we make coffee available
24*7 in your office?
3. What if we offer you a vending
machine which can cater to your
coffee needs at your doorsteps?
Example-2
 Example-2

SITUATION
• Do you have children?
• What is the amount of
savings that you have for
your child’s future?
• Does you wife earn or
is she a house wife?
PROBLEM
• How many people are
dependent on you?
• How much does it cost
your family to live in this
house each month?

IMPLICATION NEED PAY-OFF

• Have you thought of
what might happen to the • What if we provide you
kids if you hadn't come a plan that enables your
home from work last children and your wife
Friday? live a respectable life
• Who would earn bread after you, in your
for the family in that absense..?
scenario?
 Conclusion
+
• "SPIN" model showed an average of 17% improvement in sales results.
• Successful salespeople ask a fewer situation que first then followed by
problem, implication, need-payoff questions.
• To quote "SPIN Selling" "…effective planning takes you more than half
way to effective execution“
• More experienced salespeople tended to ask more problem questions and
to ask them sooner.
• Top salespeople tended to introduce solutions, products or services very
late in the discussion.

People do not buy from sales people because they

understand their products but because they felt the
salesperson understood their problems.
~Neil Rackham