SPIN Selling (theory)

SPIN Selling is a sales technique that helps salespeople understand customer needs and close deals more effectively. It involves asking four types of questions: Situation questions to gather background, Problem questions to identify issues, Implication questions to explore the impact of those issues, and Need-Payoff questions to highlight the benefits of solving them. This structured approach encourages meaningful conversations, builds trust, and helps customers see the value in a solution. By focusing on understanding and addressing customer needs, SPIN Selling aims to create mutually beneficial outcomes.