Home » Videos » What is SPIN selling?

What is SPIN selling?

Management Dictionary
Marketing, Sales and Communication

0 views

SPIN selling is a questioning method developed by Neil Rackham, an American academic, researcher, and consultant.

SPIN is an acronym for the four categories of questions to ask your prospect in order to establish a relationship of trust and formulate a relevant sales proposal:
• S for “Situation”
• P for “Problems”
• C for “Implication”
• N for “Need – payoff” or “Gain” (in French)
This method emphasizes active listening and dialogue. It is particularly well-suited to complex sales situations.

Links & resources

Keywords

Active listening, Complex sale, dialogue, Discovery phase, Needs analysis, Negotiation, Questioning, Sales approach, Sales proposal, Sales techniques

Author(s)

GIFFARD Pierre-Olivier

Professor - Director of the Marketing, Entrepreneurship and Business Development Department at ESCE

INSEEC-U

Institution(s)

Video(s) of the same institution(s)

Public innovation is an expression increasingly used by public organizations, though its meaning is not always clear. To move beyond the limitations of New Public Management, it is essential to invent, implement, and disseminate tools and practices in areas of public interest. This public innovation can be digital or managerial...

03:00

What is public innovation?

GIFFARD Pierre-Olivier - INSEEC-U

Management Dictionary

A Buyer Persona is a fictional and detailed representation of the target buyers of a product or service. It is defined and managed by the marketing teams and is used by the marketing, sales, and customer service teams to better understand their target audiences. Creating a Buyer Persona relies on...

02:57

What is a buyer persona?

GIFFARD Pierre-Olivier - INSEEC-U

Management Dictionary

UX encompasses all the perceptions a user has during their interaction with a product, service, device, company, or even a public space such as an exhibition or museum. UX design is a design methodology aimed at creating positive emotions for the user. It is now closely linked to the digital...

03:17

What is UX?

GIFFARD Pierre-Olivier - INSEEC-U

Management Dictionary

Videos of the same thematic(s)

A Buyer Persona is a fictional and detailed representation of the target buyers of a product or service. It is defined and managed by the marketing teams and is used by the marketing, sales, and customer service teams to better understand their target audiences. Creating a Buyer Persona relies on...

02:57

What is a buyer persona?

GIFFARD Pierre-Olivier - INSEEC-U

Management Dictionary

UX encompasses all the perceptions a user has during their interaction with a product, service, device, company, or even a public space such as an exhibition or museum. UX design is a design methodology aimed at creating positive emotions for the user. It is now closely linked to the digital...

03:17

What is UX?

GIFFARD Pierre-Olivier - INSEEC-U

Management Dictionary

SPIN selling is a questioning method developed by Neil Rackham, an American academic, researcher, and consultant. SPIN is an acronym for the four categories of questions to ask your prospect in order to establish a relationship of trust and formulate a relevant sales proposal: • S for "Situation" • P...

04:02

What is SPIN selling?

GIFFARD Pierre-Olivier - INSEEC-U

Management Dictionary

Marketing, Sales and Communication

Subscribe to FNEGE MEDIAS channel

This site is registered on wpml.org as a development site. Switch to a production site key to remove this banner.