Eben PaganDiscovery Hub

How to Use SPIN Selling for Client Conversion

6Steps2Clip evidence1Anchor concepts3Taught in programs
How-ToFrom the source
“How to Use SPIN Selling to Convert Prospects -- A systematic approach to sales conversations using four types of questions that develop customer needs and build motivation”
From:Persuasive Sales Techniques

Steps

  1. Ask Situation Questions

    Begin by understanding their current circumstances - where they live, current setup, existing situation

  2. Identify Problems

    Ask about problems and frustrations they're experiencing with their current situation

  3. Explore Implications

    Dig deeper into what problems those problems are causing - the consequences and ripple effects

  4. Develop Need Payoffs

    Ask about desired outcomes and benefits they want to achieve when the problem is solved

  5. Read Back Comprehensive Notes

    Present the complete picture of their situation, problems, implications, and desires all together

  6. Present Your Solution

    Show how your offering directly addresses their developed needs and delivers the payoffs they described

Relevant Clips2

  • How-To

    How to Use SPIN Selling to Convert Prospects -- A systematic approach to sales conversations using four types of questions that develop customer needs and build motivation

  • How-To

    How to Use SPIN Selling for Client Acquisition -- The methodology Eben used to transform from phone anxiety to landing high-paying clients