Investigating questioning

1
SPIN INTERVIEW FRAMEWORK
Investigating questioning
1
Situation
2
Problem
3
Implication
4
Need-pay-off
Rackman, Neil, SPIN selling
2
SPIN INTERVIEW FRAMEWORK
Situation
Develop understanding of the context of the sale
and collect background information
Rackman, Neil, SPIN selling
3
SPIN INTERVIEW FRAMEWORK
Problem
Investigate customer problems, dissatisfactions,
difficulties and concerns
Rackman, Neil, SPIN selling
4
SPIN INTERVIEW FRAMEWORK
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.
Rackman, Neil, SPIN selling
5
SPIN INTERVIEW FRAMEWORK
Need-pay-off
Help customers see the value and benefits of the
solution of an implied need. Action-oriented,
'explicit needs' trigger purchase.
Rackman, Neil, SPIN selling
6
SPIN INTERVIEW FRAMEWORK
Situation
Problem
Implication
Need-pay-off
1
2
2
2

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Rackman, Neil, SPIN selling
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SPIN INTERVIEW FRAMEWORK
Problem
2
Investigating questioning
Situation
Implication
1
3
Rackman, Neil, SPIN selling
8
SPIN INTERVIEW FRAMEWORK
Problem

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Implication
3
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Situation

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Need-pay-off

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Example text Go ahead and replace it with your
own text. This is an example text.
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own text. This is an example text.
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own text. This is an example text.
Rackman, Neil, SPIN selling