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Sales

SPIN Selling

A consultative sales methodology based on Situation, Problem, Implication, Need-payoff questions.

SPIN Selling is a sales framework developed by Neil Rackham that uses four types of questions to guide prospects toward a purchase decision. The acronym stands for Situation, Problem, Implication, and Need-payoff. By uncovering the prospect's pain points and demonstrating the value of a solution, SPIN Selling helps salespeople close larger, more complex deals. It is particularly effective in B2B environments where long sales cycles are common.
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The people who consistently book meetings from cold email aren’t smarter. They just stopped leaving money on the table.

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