Spin Selling

Neil Rackham is the originator of the popular SPIN Selling strategy, which he explains in his book of the same name.

From the analysis of tens of thousands of sales conversations, it was clearly seen that successful salespeople ask and listen more than their colleagues.

Spin selling is based on the fact that optimal questions, active listening and the transfer of customer wishes to the offer are fundamental for a positive course of conversation and sales.
SPIN is an acronym and stands for:

1. S like situation questions
2. P like problem questions
3. I like implication questions
4. N like Need Payoff Questions