: Showing how your product solves the specific explicit needs identified.
SPIN is an acronym that stands for:
Need‑Payoff Questions shift focus from problems to solutions. They create value in the buyer’s mind without you having to “sell” the product. The buyer convinces themselves. spin selling.pdf
The methodology follows a logical sequence of four types of questions to move a buyer from identifying a problem to realizing the value of your solution: : Showing how your product solves the specific
Most salespeople walk in with a solution looking for a problem. "I have a hammer; where is your nail?" where is your nail?"