SPIN Selling MKTG 1320 SPIN Questioning ******Write a quick overview of the business/product you are selling****** You know your features and benefits so now you have to guide the conversation to find out which features/benefits your customer is MOST interested in. I want you to type potential questions using the SPIN system. Situation Questions - Situation questions deal with the straightforward facts about the buyer's existing situation and provide a starting place for understanding your buyer's needs. 1. 2. 3. Problem Questions - Asking problem questions helps customers understand their needs, and ultimately it paves the way for you to propose a solution that seems beneficial to your customer. TIP: you know what issues your product can solve so start with seeing which of those issues your customer might be interested. 1. 2. 3. Implication Questions - Implication questions uncover the effects or consequences of a prospect's problems. These questions are especially effective when your prospect is a decision maker whose success depends on understanding the underlying causes of a problem and its potential long-term consequences. TIP: These questions can start with "what happened when you were faced with (insert the problem you uncovered) 1. 2. 3. Need-Payoff Questions - If you ask your prospect the right need-payoff questions, he will tell you how your solutions can help him; you won't even need to spend much time talking about your product's benefits because your prospect will have already convinced himself that your solution will be valuable to him. TIP: these questions may start with the phrase "what if I told you that you would not have to deal with (insert the problem or circumstance your uncovered here) 1. 2. 3