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i Investigating
questioning
Situation1
Problem2
Implication3
Needs-payoff4
Chapter 7 - Probing: Identifying
Beliefs, Goals...
#
1 Situation
• Gather facts
• Develop understanding
of the context of the sale
and collect background
information
• The m...
#
2 Problem
• Investigate customer problems,
dissatisfactions, difficulties &
concerns
• Responses direct you to
prospect’...
#
3 Implication
• Link isolated problems by
examining their effect on
customer business and
organization.
• The purpose of...
#
4 Needs-payoff
Help customers see the value
and benefits of the solution
for the need.
#
1 Situation
#
2 Problem
#
2 Implication
#
2 Needs-
payoff
• How do you
feel a faster
machine will
help you?
• You said a...
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Spin Questioning - Probing for Prospect Information during a Sales Call

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This PowerPoint presentation provides an overview of the SPIN questioning technique and examples of situation questions, problem questions, implication questions, and needs-payoff questions.

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Spin Questioning - Probing for Prospect Information during a Sales Call

  1. 1. i Investigating questioning Situation1 Problem2 Implication3 Needs-payoff4 Chapter 7 - Probing: Identifying Beliefs, Goals & Needs
  2. 2. # 1 Situation • Gather facts • Develop understanding of the context of the sale and collect background information • The more Situation Questions asked in a sales call the less likely it was to succeed. i
  3. 3. # 2 Problem • Investigate customer problems, dissatisfactions, difficulties & concerns • Responses direct you to prospect’s needs • Problem Questions require planning. Work backwards from the problems your products solve for a prospect to generate these questions. • Uncover several problems before asking implication questions. Rackman, Neil, SPIN selling
  4. 4. # 3 Implication • Link isolated problems by examining their effect on customer business and organization. • The purpose of implication questions is to break down the problems and identify consequences of those problems • Most powerful sales questions
  5. 5. # 4 Needs-payoff Help customers see the value and benefits of the solution for the need.
  6. 6. # 1 Situation # 2 Problem # 2 Implication # 2 Needs- payoff • How do you feel a faster machine will help you? • You said a new machine would be really useful, Useful in reducing your • training costs, or is there something else? • Does your overtime expense increase when your equipment goes down? • Are you experiencing high training costs because of the difficulty that your employees are having in operating your equipment? • Are you satisfied with your present equipment? • What are the disadvantages of the way you’re doing it now? • How difficult is it to process orders with your present system? • What reliability problems does your equipment have now? • What equipment are you using now? • How long have you had it? • Is it purchased or leased? • How many people use it? Examples of Questions

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