What is the SPIN method in sales?

Answer 1

SPIN is a consultative sales method developed by the British author Neil Rackham. Rackham introduced this approach in his book 'SPIN Selling', which was released in 1988. The SPIN acronym stands for 'Situation', 'Problem', 'Implication', and 'Need'; Rackham asserts that his process is based upon a thorough study of what drives real-world sales performance.

Here are the five basic steps in the SPIN selling process:

1) Ask a SITUATION question to gain background information.

2) Ask a PROBLEM-related question to understand what difficulties/challenges are being faced.

3) Ask an IMPLICATION-related question to facilitate agreement on what the impact of the problem is/will be.

4) Ask a NEED-based question to confirm what will be gained if the problem is solved.

5) Close the sale.