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INTRO

SPIN Selling

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SPIN Selling framework is from a book that was first published in 1988 by Neil Rackham based on this research of over 35,000 sales calls over 12 years. The key to SPIN selling is asking the right questions and guiding the conversation with customers .
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SITUATION

TL
What are the facts about the buyers existing situation?
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PROBLEM

TL
What's the problem, current pain, source of trouble?
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IMPLICATION

TL
What are the effects of the problem?
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NEED-PAYOFF

TL
What does the buyer stand to gain?
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