Simply put, the SPIN technique is a sequence of questions—not predefined questions to be quoted verbatim, but types of questions to be asked in a particular order. During a sales call, a salesperson opens with situation questions, progresses to problem questions, and so on.

What does spin mean in business?

SPIN = Situation, Problem, Implication, Need / Payoff. Don’t treat the questions above as a checklist. Do identify the ones that make the most sense to your business and your prospect, and work them naturally into your conversation.

What are the four stages of SPIN Selling?

Prepare a presentation that includes the four stages of SPIN selling (opening, investigation, demonstrating capability, and gaining commitment). Include the four types of questions during the investigation stage (situation, problem, implication, and need-payoff).