SPIN Selling (Neil Rackham)

SPIN Selling, developed by Neil Rackham, is a sales technique that focuses on understanding customer needs through specific question types. "SPIN" stands for Situation, Problem, Implication, and Need-Payoff. Salespeople ask questions in these categories to gather information, identify issues, highlight their importance, and demonstrate how their solution can address these needs. This approach shifts the focus from pushing a product to solving the customer's problems, leading to more effective and consultative sales conversations. It emphasizes listening and understanding over persuasion, especially in complex or high-value sales.