Neil Rackham

SPIN Selling

1. IDEA 1

   Big sales need a different approach

   Rackham, after studying thousands of sales calls, found that techniques that work for small, quick sales often fail in large, complex ones. He developed the SPIN model, based on the questions successful sellers ask.

2. IDEA 2

   Situation questions gather facts

   Situation questions collect background information about the buyer. Successful sellers ask only the most necessary ones. Too many of them bore the buyer and use up time that could go to deeper questions.

3. IDEA 3

   Problem questions uncover difficulties

   Problem questions explore difficulties the buyer faces. They help reveal needs. Asking what is slow, costly or frustrating helps the buyer say out loud what is wrong. Until a problem is named, the buyer may not feel any need to change anything.

All 8 ideas from SPIN Selling →