Intentional (SP)INTEREST

Overview

SPIN selling is a technique that converts a buyer into making a purchase.

You can also use this tool to understand your partner’s needs and reach an agreement on complex issues that might otherwise seem impossible.

🤔 Wait, you want me to sell to my partner?

Yes, because selling well isn’t about talking.
It’s about listening.

Issue(s)

When trying to sell something, you go out of your way to help the other person. You listen carefully, ask lots of questions, and show genuine interest.

You focus on the buyer’s needs, not yours.

However, with our partners, we often start with our point of view, only listen half-heartedly, and then respond to our own emotions.

We’re so focused on our needs that we don’t hear our partner.

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Analysis:

The SPIN technique is the skill of asking the right questions at the right time. Each set of questions flows from one theme to the next.

Here are the 4 segments of questions:

S - Situation: Establish the context for the current situation.

P - Problem: Identify the pains and issues your partner is facing.

I - Implication: amplify why those pains need a solution.

N - Needs Payoff: Let your partner realize how your solution will help them and the best next action they could take.

You can (and should) ask multiple questions for each theme. Each line of questioning builds on the other, giving you a fuller picture of your partner.

Solution:

As you ask your partner open-ended questions,
you’ll learn more about what is driving their position or decisions.

When you know more about their inner thoughts
you can find the best solution for both of you.

Action:

When you disagree with your partner and feel like saying, "You never listen to me!" or want to discuss something you disagree on, try asking these SPIN questions instead.

When you learn more about the situation and problem and how it’s affecting your partner, your partner should realize the need for a solution.

Here’s an example of a SPIN question for each segment:

S - Situation: What are 3 factors contributing to how you feel right now?

P - Problem: How has that been affecting your thoughts and actions?

I—Implication: What are the long-term consequences if we don’t address this?

N - Needs Payoff: What is the best way to address this problem?

Conclusion:

Building a strong relationship isn't you-focused.
It's about showing that you care about your partner and their needs.

We all like that feeling when someone finds us interesting.
Give your curiosity and ears to your partner.

Thrive together,

Michelle

P.S. If you’re on the Growth subscription, you’ll receive an additional 5 questions per SPIN segment that you can ask your partner.

🌱 Upgrade to Growth today.