SPIN Selling Quotes

“If you’re getting a lot of objections early in the call, it probably means that instead of asking questions, you’ve been prematurely offering solutions and capabilities.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“In our research we consistently found that the people who were most effective during the Investigating stage were the ones most likely to be top sales performers.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“Success in the larger sale depends, more than anything else, on how the Investigating stage of the call is handled.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“If you can’t solve a problem for your customer, then there’s no basis for a sale. But if you uncover problems you can solve, then you’re potentially providing the buyer with something useful.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“The purpose of questions in the larger sale is to uncover Implied Needs and to develop them into Explicit Needs.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“The building of perceived value is probably the single most important selling skill in larger sales.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“entelechy,”
― Neil Rackham, SPIN Selling

“If you can get your customers to say, “I want it,” it’s not difficult to make a Benefit by replying, “We can give it to you.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“In summary, Need-payoff Questions are important because they focus attention on solutions, not problems. And they make customers tell you the benefits.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“Implication Questions take a customer problem and explore its effects or consequences. As we’ll see, by asking Implication Questions successful people help the customer understand a problem’s seriousness or urgency.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff