SPIN selling is a questioning method developed by Neil Rackham, an American academic, researcher, and consultant.<\/p>\n
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:
\n\u2022 S for “Situation”
\n\u2022 P for “Problems”
\n\u2022 C for “Implication”
\n\u2022 N for “Need \u2013 payoff” or “Gain” (in French)
\nThis method emphasizes active listening and dialogue. It is particularly well-suited to complex sales situations.<\/p>\n","protected":false},"excerpt":{"rendered":"
SPIN selling is a questioning method developed by Neil Rackham, an American academic, researcher, and consultant.<\/p>\n
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:
\n\u2022 S for “Situation”
\n\u2022 P for “Problems”
\n\u2022 C for “Implication”
\n\u2022 N for “Need \u2013 payoff” or “Gain” (in French)
\nThis method emphasizes active listening and dialogue. It is particularly well-suited to complex sales situations.<\/p>\n","protected":false},"featured_media":66017,"template":"","format":[11959],"meta":{"_acf_changed":false},"categories":[4555],"tags":[8778,12312,1301,8780,8781,8782,8783,8784,8785,8786],"class_list":["post-66016","video-acf","type-video-acf","status-publish","has-post-thumbnail","hentry","category-marketing-sales-and-communication","tag-active-listening-en","tag-complex-sale","tag-dialogue-en","tag-discovery-phase-en","tag-needs-analysis-en","tag-negotiation-en","tag-questioning-en","tag-sales-approach-en","tag-sales-proposal-en","tag-sales-techniques-en","format-management-dictionary"],"acf":[],"_links":{"self":[{"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/video-acf\/66016","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/video-acf"}],"about":[{"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/types\/video-acf"}],"version-history":[{"count":1,"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/video-acf\/66016\/revisions"}],"predecessor-version":[{"id":66019,"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/video-acf\/66016\/revisions\/66019"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/media\/66017"}],"wp:attachment":[{"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/media?parent=66016"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/categories?post=66016"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/tags?post=66016"},{"taxonomy":"format","embeddable":true,"href":"https:\/\/fnege-medias.fr\/en\/wp-json\/wp\/v2\/format?post=66016"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}