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What is SPIN Selling?
SPIN Selling is a precisely defined sequence of four question types that enables the salesperson to move the conversation logically from exploring the clients' needs to offering solutions, to uncover Implied Needs and develop them into Explicit Needs that you, the salesperson, can resolve.

Other problem questions Related Articles

How To Improve Your Own Time Management Through Seven Strategic Questions, According To Your Strategic Thinking Business Coach
Time is such a precious commodity and it is highly valued by strategic thinkers. Strategic thinking people want to get the most benefit out of their time and they have discovered that a great way to do just that is to develop the ability to ask yourself the strategic questions at the right time. And the beauty of this technique is that you only need to invest no more than sixty seconds to ask those questions before you begin any specific activity, task or assignment. The skill of asking the right questions must be acquired and as time goes by you will improve your ability to ask the real strategic questions. It is important to learn how to ask questions and one tip is to have your questions begin with the word “what.” Here is a list of seven strategic questions to ask.
PROBLEM SOLVING
It isn’t that they can’t solve the problem. It is that they can’t see the problem. The Scandal of Father Brown (1935). People differ not only in how much they worry, but also in what they worry. Quite often the way we see the problem is the problem. It would be helpful to start with self, your motivation, and what you were looking for.

Sell the Problem, Not the Solution
How do you get your message out to the right customers? What does it take to brand your company effectively? How can you speak the customer's language if every customer's problem is just a little bit different? If you can answer these questions, you will improve sales performance, manage sales productivity, and even control the cost of sales. Here's how: Sell the Problem and NOT the Solution!

4 Key Coaching Questions to Help Staff Step Up and Seize Opportunities
Many managers are so busy that they find themselves just giving answers and solving the problems that their staff bring to them. But what if you could stop yourself and instead of giving them the obvious solution that they should know anyway, ask them one of the 4 most powerful open questions to help them solve the problem for themselves? It will take just 1 minute and your self control. Want to try? Here are the top 4 most powerful questions to get your staff thinking.
The Cost of Creativity
Sometimes the most dangerous threat to a software project is another bright guy with another bright idea. The problem is that sometimes bright ideas cost too much to execute. Here's a look at some of the questions that should be asked whenever a new "bright idea" is proposed. Knowing what questions to ask, and how to listen to the answers, could save you a lot of money.
Elements of a Sales Letter and What Makes a Good Headline?
The first step to write a good sales letter is to describe the problem: When people first reach your sales letter, you need to put them in the right frame of mind. Talk about their problem -- what you think has brought them to your page or email. Tell a story that empathizes with them, telling your personal story. Make the problem bigger, so that they feel like they need a solution. Every sales letter has a problem, that of paying for your product. You want to make their problem big enough, so that it's more worth their while to pay for your product than to suffer whatever problem brought them to you.
How Do I Know Which Sales Questions to Ask?
Many sales organizations will prepare lists of questions and hand them out to salespeople. You can even download lists of questions from many websites. The problem with that approach is that you still don't know what to ask when. It would be much better for you to prepare your own guidepost sales questions to fit your typical sales situations. Guidepost questions move the sales conversation the direction you want it to go. And it's always better to use a question to direct a conversation than an explanation.

You Have to Get the Cows Out of the Creek First
The importance of recognizing that there is a problem to be dealt with and the three most important steps to take to solve the problem, resolve the issues behind the problem and avoid any recurrence of the problem
6 Steps to Solving Problems
Many of us get stuck solving problems because we are not asking the right questions. Lean the question to ask to get to the problem and the 6 steps to solve them.
Do you want score!
So how do we find our target market? First we must ask ourselves, what product or service do we have and what problem does it solve? You may have the best widget in the country but if nobody needs it, you will have boxes and boxes of the best widgets in the country, and no customers. Ask yourself, who needs my product and why do they need it? Both of these questions are the first two questions you need to answer.

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