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Investigating questioning
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Situation
Problem
Implication
Need-pay-off
SPIN INTERVIEW FRAMEWORK
Rackman, Neil, SPIN selling
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1 Situation
Develop understanding of the context of the sale and collect background information i
SPIN INTERVIEW FRAMEWORK
Rackman, Neil, SPIN selling
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2 Problem
Investigate customer problems, dissatisfactions, difficulties and concerns
SPIN INTERVIEW FRAMEWORK
Rackman, Neil, SPIN selling
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3 Implication
Link isolated problems by examining their effect on customer business and organisation. The purpose of implication questions is to break down the problems of specific customers to make implied needs explicit and to analyse the cost effectiveness of solving them.
SPIN INTERVIEW FRAMEWORK
Rackman, Neil, SPIN selling
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4 Need-pay-off
Help customers see the value and benefits of the solution of an implied need. Action-oriented, 'explicit needs' trigger purchase.
?SPIN INTERVIEW FRAMEWORK
Rackman, Neil, SPIN selling
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1 Situation
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2 Problem
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2 Implication##
2 Need-pay-off
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SPIN INTERVIEW FRAMEWORK
Rackman, Neil, SPIN selling
i
?
Investigating questioning
Situation1
Problem2
Implication3
Need-pay-off2
SPIN INTERVIEW FRAMEWORK
Rackman, Neil, SPIN selling
i
Investigating questioning
Situation1
Problem2
Implication3
Need-pay-off4
• Example text• Fill in own• Example text• Fill in own
• Example text• Fill in own• Example text• Fill in own
• Example text• Fill in own• Example text• Fill in own
• Example text• Fill in own• Example text• Fill in own
?
Example textGo ahead and replace it with your own text. This is an example text.
Example textGo ahead and replace it with your own text. This is an example text.
Example textGo ahead and replace it with your own text. This is an example text.
SPIN INTERVIEW FRAMEWORK
Rackman, Neil, SPIN selling
