{"id":2953,"date":"2024-01-05T21:57:14","date_gmt":"2024-01-05T21:57:14","guid":{"rendered":"https:\/\/actionclient.com\/spin-sales-method\/"},"modified":"2025-03-20T13:06:04","modified_gmt":"2025-03-20T13:06:04","slug":"spin-sales-method","status":"publish","type":"post","link":"https:\/\/actionclient.com\/en\/spin-sales-method\/","title":{"rendered":"SPIN sales method"},"content":{"rendered":"\n<p>The SPIN method is a tried and tested American method widely used in North America. It&#8217;s based on identifying the customer&#8217;s problem and proposing a solution.<\/p>\n\n<h2 class=\"wp-block-heading\">The SPIN sales method<\/h2>\n\n<p>The <a href=\"https:\/\/challenge-action.com\/spin-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">SPIN method<\/a> is based on 4 steps:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Customer situation<\/li>\n\n\n\n<li>Customer problem<\/li>\n\n\n\n<li>Implication of the problem<\/li>\n\n\n\n<li>Needs pay off (N\u00e9cessit\u00e9 de b\u00e9n\u00e9fice)<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Situation<\/h3>\n\n<p>You should ask the customer general questions to get to know him better:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Individual<ul><li>Family situation?<\/li><\/ul><ul><li>Employment status?<\/li><\/ul><ul><li>Leisure activities?<\/li><\/ul><ul><li>Current solution?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>What are the advantages and disadvantages of the current solution?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Client affaires&nbsp;:<ul><li>Organization?<\/li><\/ul><ul><li>Structure?<\/li><\/ul><ul><li>Customers?<\/li><\/ul><ul><li>Solution used?<\/li><\/ul><ul><li>What is the process used?<\/li><\/ul><ul><li>What&#8217;s your role?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>What are the advantages and disadvantages of the current solution?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<p>At this level, discovery is neutral, and is carried out mainly with open-ended questions.<\/p>\n\n<h3 class=\"wp-block-heading\">Problem<\/h3>\n\n<p>In this phase, we try to define the problem with open or closed questions:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>How long does it take?<\/li>\n\n\n\n<li>What is the reject rate?<\/li>\n\n\n\n<li>Number of errors?<\/li>\n\n\n\n<li>How much does it cost?<\/li>\n\n\n\n<li>Are you completely satisfied with your current supplier?<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Involvement<\/h3>\n\n<p>The implication uses highly oriented questions designed to highlight the consequences of the problem and even dramatize it.<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Company<ul><li>What losses does this entail for the company?<\/li><\/ul><ul><li>What impact on your KPIs?<\/li><\/ul><ul><li>How does this affect your strategic objectives?<\/li><\/ul><ul><li>How are your employees affected?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>What impact does this have on your employee turnover rate?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Individual<ul><li>What are the personal consequences?<\/li><\/ul><ul><li>What are the consequences for your family?<\/li><\/ul><ul><li>What are the psychological impacts?<\/li><\/ul><ul><li>What impact will this have on your budget?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Does it keep you up at night?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Need for gains<\/h3>\n\n<p>These are mostly open-ended or closed-ended questions designed to get the customer to tell us what benefits he or she would gain from applying your solution.<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Would it help if you used such and such a product?<\/li>\n\n\n\n<li>What would be the benefits for your team?<\/li>\n\n\n\n<li>Would this increase your profits?<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Conclusion<\/h2>\n\n<p>Among <a href=\"https:\/\/actionclient.com\/en\/sales-techniques\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales techniques<\/a>, SPIN is a good one, but it spends too much time twisting the customer&#8217;s arm, at the risk of frustrating him. The first three SPIN steps are covered by the S of the <a href=\"https:\/\/actionclient.com\/en\/sos-sales-method\/\" target=\"_blank\" rel=\"noreferrer noopener\">SOS sales technique<\/a>. On the one hand, it&#8217;s simpler for the salesperson, and on the other, the situation, the problem and the consequences are often intertwined, so there&#8217;s no need to carry them out sequentially.<\/p>\n\n<p>What&#8217;s more, the method puts more emphasis on the client&#8217;s dreams, which is more positive. It&#8217;s also more logical to end with the solution you&#8217;re presenting and how it relates to the customer&#8217;s objectives.<\/p>\n\n<p>That said, SPIN works, so it&#8217;s a question of choosing what&#8217;s easiest for you to use.<\/p>\n\n<p><\/p>\n\n<p>Jean-Pierre Mercier<\/p>\n\n<p><a href=\"https:\/\/challenge-action.com\/techniques-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">List of sales methods and techniques<\/a><\/p>\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The SPIN method is a tried and tested American method widely used in North America. It&#8217;s based on identifying the customer&#8217;s problem and proposing a solution. The SPIN sales method The SPIN method is based on 4 steps: Situation You should ask the customer general questions to get to know him better: At this level, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":2683,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2953","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-non-classifiee"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>SPIN sales method<\/title>\n<meta name=\"description\" content=\"The SPIN sales method is one of the most widely used in North America, and has proven its effectiveness. 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