SPIN Selling Question Types

These flashcards cover the types of questions used in SPIN Selling, including their definitions and examples.

Situation Questions

Questions that uncover facts to understand customers and relevant circumstances.

Problem Questions

Questions that identify and start to tap into buyers' problems or needs.

Implication Questions

Questions that focus on the consequences of a customer's problems, building pain and value.

Need-Payoff Questions

Questions that get customers to articulate the value of solving their problems or fulfilling their needs.

Example of Situation Question

'Tell me about your current provider?'

Example of Problem Question

'What challenges do you face with your current product/service?'

Example of Implication Question

'How many customers have you lost due to that issue?'

Example of Need-Payoff Question

'What could you and your team accomplish if that problem is eliminated?'