SPIN Selling and Professional Services For a structured approach to sales it is recommended that sales professionals take a look at SPIN Selling (Situtaion, Problem, Implication and Need) developed by Huthwaite Inc. SPIN Selling builds on the premise that during client interactions, sales professionals need a structured suite of questions that lead their clients through stages of their awareness and readiness to commit to a sale of a solution to solve a problem or need. There a many websites that provide definitions of SPIN Selling - see http://www.huthwaite.com/. However, once you have answered the question of "What is SPIN Selling?" then the next question is how do you apply SPIN Selling to your own situation. In short, the SPIN selling process needs to be tailored for your own context. In particular, have you ever wondered how to apply SPIN Selling to selling of professional services? What do "situation", "problem", "implication" and "needs" etc really mean when you are selling something intangible such as professional services. Lets start with Situation Questions, evolve to Problem Questions, navigate to Implication Questions and finish with Need-Payoff Questions. Situation Questions More in the next installment ...
posted by Keith Armstrong at 3:19 AM
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