#spin-selling

Master SPIN methodology for complex B2B sales. Structure: Situation Questions (5 mins): understand current setup, tech stack, team size. Problem Questions (10 mins): uncover pain points, bottlenecks, missed opportunities. Implication Questions (5 mins): quantify impact of unsolved problems, budget implications. Need-Payoff Questions (5 mins): lead prospect to realize solution value themselves. Example flow: 'Walk me through your current process' → 'Where do delays occur?' → 'What's the cost of those delays monthly?' → 'How would solving this impact your team?' Active listening: take notes, pause before responding, mirror concerns.