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Learn / Wiki / Sales

SPIN questions

Situation, problem, implication and need-payoff.

Neil Rackham studied how top sellers behave in large, complex sales and wrote it up in the book SPIN Selling. The method sorts questions into four kinds. Situation questions gather facts. Problem questions find what is wrong. Implication questions ask what the problem leads to. Need-payoff questions ask what fixing it would be worth.

Most sellers stay on the first two. The implication question is the one that turns a nuisance into a priority, and it is the hardest to ask well. Do your homework before the call so the situation questions stay short.

Back to the sales course

Find your way around

Learn it in the course, copy it from a playbook, see it work in a case study.

Learn Short quiz lessons in marketing and sales, in three levels, with points and a streak.
Look up A wiki of short entries on the ideas behind the lessons, for when you want more depth.
Read Articles on what I tried, and how much of it I have run myself.
Try AI workflows and growth playbooks you can copy this week.
See it work Case studies with the before and after, and the numbers behind them.
Work with me Hiring a growth marketer, or need a growth partner? Both start here.

Hi, I’m Aditya.

How do you want to grow?

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