SPIN Selling

Neil Rackham presents a research-backed approach to consultative sales built around four question types: Situation, Problem, Implication, and Need-payoff. The course explains how to uncover consequential customer problems, develop their urgency without pressure, and help buyers articulate the value of solving them.

6 sections ยท 23 lessons

Course outline

SPIN Basics

  1. What SPIN Means
  2. Small Sales and Major Sales
  3. The Four Call Stages
  4. SPIN Basics

Commitment Logic

  1. Why Closing Techniques Backfire
  2. Orders, Advances, and Continuations
  3. Earn the Next Step
  4. Commitment Logic

Customer Needs

  1. Needs Start as Dissatisfaction
  2. Implied Needs Are Not Enough
  3. Explicit Needs Signal Value
  4. Buying Signals Change by Sale Size
  5. Customer Needs

SPIN Strategy

  1. Situation Questions Set Context
  2. Problem Questions Find Pain
  3. Implication Questions Build Seriousness
  4. Need-Payoff Questions Create Value
  5. Use SPIN Flexibly
  6. SPIN Strategy

Capability and Objections

  1. Features, Advantages, Benefits
  2. Demonstrate Only What Fits
  3. New Products Raise Risk
  4. Prevent Objections Before They Appear
  5. Capability and Objections

Opening and Practice

  1. Open for Investigation
  2. Practice One Skill at a Time
  3. Evaluate SPIN Honestly
  4. Build Your Reading Plan
  5. Opening and Practice

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