The SPIN Selling Methodology is similar to Solution Selling. It relies on great sales discovery and question-asking to help customers understand their problems, how impactful they are, and what the best solution might look like.
The sales world is not short on sales methodologies.
Most organizations — especially those with more mature sales teams — implement a sales methodology to standardize sales within the company. Leveraging a specific sales program helps:
- Sales managers track what is working (and what is not)
- Pinpoint where sales reps need more coaching
This article will not review every single methodology on the market. There may be a brand new one being developed as you read this, for all we know. We’ll be focused on just one: SPIN Selling.
What does S.P.I.N stand for?
Situation.
Problem.
Implication.
Need Payoff.
The SPIN Selling Methodology is similar to Solution Selling. It relies on great sales discovery and question-asking to help customers understand their problems, how impactful they are, and what the best solution might look like.
Situation: Information-gathering, qualifying questions.
Problem: Raw material questions that get buyers talking about their issues and needs.
Implication: Questions used to pull out consequences of buyers’ problems.
Need Payoff: Questions used to uncover the benefits of solving a problem.
What problems does S.P.I.N solve? What makes this methodology unique?
Good questions help the sale, obviously.
But on the flip side, bad questions actually impair (and sometimes) prevent a sale from happening.
As mentioned above, SPIN is an acronym of four different types of sales questions designed to bring a buyer into interest and through to a sale.
Not only does every question have a clear purpose, but the order in which they ask their questions is strategic, too.
The big difference between the SPIN selling methodology and many of the other ones, SPIN focuses heavily on the questions.
Let’s look specifically at the types of questions asked in each category:
Situation: Standard sales questions are used to qualify the buyer. But — and this is important — questions that can’t be answered via basic research.
Problem: Questions get your buyer talking about their problems and needs. When done correctly, these questions set the stage for two other types of questions: implication and need payoff. #SetTheStage
Implication: Questions that focus on the consequences of your buyer’s problems. The goal? Help buyers realize the seriousness of their problem. Build pain. Create urgency. These questions really separate the best salespeople from all others.
Need Payoff: These are questions that showcase the benefits of solving a problem… ideally benefits your solution or service solves. The goal here is to get the buyer to verbalize the problem. If done the right way, these questions help with positive deal momentum.
Note: SPIN selling is ideal for more complex deals. This methodology is generally NOT a good fit for teams that engage in transactional sales — those with standardized, simple solutions. SPIN selling is overkill in this situation. Also, if your team sells exclusively over the phone (no video), SPIN is not for you.
To discover everything you need to know to master the method of S.P.I.N selling, click here: source
