SPIN selling model was devised by Neil Rackham. SPIN in its expanded form means Situation, Problem, Implication and Needs.
The technique works like this – have a thorough discussion with the prospect about the situation he is in. For example, a small business owner selling air conditioners can discuss the situation with the prospect about the perception of the prospect towards the changes in his life style if he goes for air conditioner installation at home. Situation will always lead to the problem statement. Looking into the example, it will be clear that absence of air conditioner. Puts the prospect in some trouble. This problem should be adequately described to the prospect in comparison to when the air conditioner is installed.
Once the problem has been clearly defined to the prospect, the need automatically emerges out of the whole discussion. The sales person should then go on to explain the product so that problem is taken care of. This SPIN model is copyrighted to Huthwaite Organization.
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