SPIN Selling Questions Tool by demandmetric

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Use this tool to create SPIN Selling probing questions: Situation, Problem, Implication, and Need-payoff.

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									SPIN Selling Questions Tool
Purpose

The purpose of this tool is to facilitate the development of sales probing questions
following the SPIN Selling methodology purported by Sales expert Neil Rackham.


Scope

This tool will provide a simple framework for developing effective probing questions.


SPIN is an acronym for:


      Situation – these questions get the prospect talking about their environment.


            How long have you worked in Marketing?
            How many people are in your department?
            What are your key strategic initiatives for the next 18 months?


      Problem – these questions identify challenges the prospect is facing.


            What are your points of pain?
            What is your single greatest challenge?


      Implication – these questions assess the relative impact of problem areas.


            What would be the impact of an unsuccessful implementation?
            How could effectively managing this project impact your career?
             What    are   the    opportunities    and    risks   involved   in   this   decision?


       Need-Payoff – these questions get the customer to explain benefits to you.


             Why would this solution be so effective at meeting your needs?
             Are there any other people who would benefit from this service?
             How could you see yourself using this solution?



Consider having a sales meeting to brainstorm effective situation, problem, implication, and
need-payoff questions. Document results in the following section.


Situation Questions
Situation questions are designed to gather information and get the prospect talking.


Don’t overuse these questions as they can bore or irritate the buyer.

Example: What is your role & responsibility?

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Problem Questions

Problem questions explore difficulties, challenges, and dissatisfactions in areas where the
seller’s product can help.

Example: What are your challenges with this process?
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Implication Questions

Implication questions take customer problems and explore its effects or consequences in terms
of opportunity and risk.

Example: What impact does this problem have on future profitability?

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Need-Payoff Questions

Need-payoff questions prompt the buyer to explain the benefits to the seller.


Example: If we could help you manage this project, would that free up resources?

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