What Is Spin Selling?

There is a lot of talk about a new sales technique called SPIN Selling. The technique is a standard process for getting important information about the needs of the potential buyer. SPIN stands for Situation, Problem, Implication and Need. Each represents a type of information that a sales professional can use to improve his or her chances of getting the client’s business.

S is for situation

Knowing your buyer’s situation is instrumental in the success of your sales presentation. Customers always have a reason to contact a sales professional. Understanding these reasons surrounding the potential purchase helps you properly introduce the benefits of your product or service.

P is for problem

You need to follow the questions you have about the client’s situation with questions that clarify the problems they are experiencing. The answers the client gives benefits you in two ways. Talking about the problems makes them very fresh in the client’s mind. You also receive more information about which features of your product most interest them.

I is for implication

The implication stage of this sales technique involves more thought and creativity on your part. You need to take the information you gathered from the previous two steps and elaborate on the situation. You need to emphasize the long-term effects of leaving the problem unresolved. This sets you up to offer solutions in the next step.

N is for need

The final step is to present the benefits of your product and point out how much the client needs your product or service. This step is essentially the closing of your sale. You have already set yourself up for the importance of making the purchase in the previous step by pointing out the potential implications of not remedying the situation. With this step, your client is very receptive to the solutions that you present to them.

As with any sales technique, you need a receptive buyer to make a sale. The SPIN technique is beneficial because you can ensure your buyer is receptive to your ideas and suggestions. Following this easy process can increase your sales without making the customer feel as if they are purchasing more than they need.