The SPIN method is a sales technique that consists of knowing the situation and the problem of the potential client in order to solve it, offering him the product he is looking for.
Simplifying this explanation, the SPIN method is a sales tool for sellers based on knowing what needs the client has in order to satisfy them.
In the business world, sales play the main role of all economic activity. Companies that fail to sell are not sustainable and, therefore, cannot last over time.
Therefore, it is important to know the main sales techniques. This will make it possible to sell more and even build customer loyalty. In this article, we explain what the SPIN method is.
This method consists of asking a series of questions to the potential client to obtain certain information relevant to the seller. The questions that are asked have the objective of fulfilling four stages.
The first one is to know the situation of the potential client. The second consists in the future buyer explaining the problems he has and, subsequently, it is relevant to know what this problem means in his life. Lastly, you have to work on the needs covered by the product being sold.
How to use the SPIN method?
In order to use the SPIN method well, first of all it is important to know where its name comes from. SPIN stands for Situation, Problem, Extension, and Need.
With this information, we detail how to work with each of these four words:
- Situation: First of all, it is very important to know what situation the potential client is in. For this, it is interesting to know the products you consume and why you consume them. It is also good to analyze if you have in mind to consume new goods and services or your concerns.
- Problem: Here the seller will be able to know what problems his interlocutor has. In this way, he will help you direct the sale and guide it in the most accurate way possible.
- Implication: At this point, the seller has to find out how much importance that future customer gives to his problem. If it’s something insignificant and you don’t care about it, it will be harder to sell a product to you. On the other hand, if it is something that upsets you a lot, the sale is more likely to close successfully.
- Need: Finally, the seller will have to identify the need to be covered in order to offer the best product to cover it. In this phase, when the need has already been identified, the seller will have to put their sales knowledge into practice in order to close the transaction.
SPIN method questions
Next, we put some examples of questions to ask in each of the stages that we have mentioned previously. It is important that the seller is not excessively direct, since this can generate rejection in the buyer. It is also important not to show too much interest, because it can stop the sale.
- Situation: What products do you use? Are you happy with them? Do you find them easy to use? Do they help you produce more? Are your employees satisfied with them?
- Problem: Does the used product make you dissatisfied at any time? Would you be willing to look for other alternatives? Do you think there is something that is not working quite right?
- Implication: What does this problem imply for you? If you didn’t suffer it, could you produce more? Is it assuming an economic cost?
- Need: What would you need to be totally satisfied? If you could create one perfect imaginary product, what would it be? What do you think you need help with?
In conclusion, the SPIN method is a widely used commercial technique that has proven its effectiveness over time. Most commercials use it, since it consists of obtaining very relevant information when selling any type of product.