Home SPIN Selling

Centered on employing four sequential question types: Situation, Problem, Implication, and Need-Payoff.
This framework enables sales professionals to construct compelling cases for their solutions by systematically uncovering prospect requirements.

• Situation questions establish the prospect’s current operational context and baseline understanding
• Problem questions surface specific challenges and obstacles the prospect encounters
• Implication questions help prospects recognize the broader consequences and downstream effects of unresolved problems
• Need-payoff questions guide prospects to articulate the tangible benefits and value of implementing a solution

• Employs structured questioning to uncover authentic customer requirements
• Establishes robust foundation for consultative selling approaches
• Emphasizes thoughtful, discovery-oriented questioning

• Implementation can demand considerable time investment