|Listening Length||6 hours and 12 minutes|
|Publisher||McGraw Hill-Ascent Audio|
How do I practice spin selling?
- Situation: Establish buyer’s current situation.
- Problem: Identify problems the buyer faces that your product solves.
- Implication: Explore the causes and effects of those problems.
- Need-Payoff: Show why your product is worth it.
What does the P in Spin Selling stand for?
P – Problem
P stands for Problem questions, which should be used to have your customer divulge their pains to you. You should aim to learn what’s causing them trouble and push them to find a solution. Much like the Situation questions, you are simply collecting facts.
What is the I in Spin Selling?
The acronym SPIN refers to the four categories of questions reps should use to guide customer conversations: situation, problem, implication, and need-payoff.