SPIN SELLING

NEIL RACKHAM

• Based off 35,000 sales calls
• 12 years of research
• Published in 1988
• 116 factors play a role

SPIN

• S - ituation
• P - roblem
• I - mplication
• N - eeds payoff

HIGHLIGHTS

• Customers talk more than sellers
• Sellers ask more questions
• Sellers offer solutions late
• Asking to achieve purpose

BALANCE OF LOGIC AND EMOTION

S - ITUATION

• Prequalification
• Show phone qual sheet

P - ROBLEM

• Transition
• Either has one, doesn't, or vague
• Touch all the points
• Clarify

I - MPLICATION

• Make this easy
• Make them tell you their problem
• Tell me about.....what about.....tell me...

N - EEDS PAYOFF

• What would it mean to you...
• What if you had a magic wand...
• If you could describe....

....I THINK WE WOULD BE A GOOD FIT

ROLE PLAY

QUESTIONS??

Untitled Slide