Spin sales

<p>The idea of SPIN-selling is to follow a cycle in the dialog with the customer that starts by: </p> <ul> <li>Contextualizing the <strong>Situation</strong></li> <li>Learning about the <strong>Problem</strong></li> <li>Understanding the <strong>Implications</strong></li> <li>Evidencing the <strong>Need/Payoff</strong></li> </ul> <p>The key to a successful interaction is to frame it as questions, in which the other person can identify their context, problems, and implications. </p> <p>The flow is very similar to the standard advice when doing <a class="wikilink" href="/product_validation/">product validation</a>, in which the customer must come up with their needs without we impose them based on the solution we have built. </p> <p>Interestingly, most of the generic advice is very similar to what was written by Carnegie in <a class="wikilink" href="/the_leader_in_you_-_dale_carnegie/">The Leader in You - Dale Carnegie</a>. For example, to start a conversation it is important to <a class="wikilink" href="/become_genuinely_interested_in_other_people/">become genuinely interested in other people</a>, and to <a class="wikilink" href="/be_a_good_listener._encourage_others_to_talk_about_themselves/">be a good listener. Encourage others to talk about themselves</a>. </p> <p>This note is generally filled under <a class="wikilink" href="/entrepreneurship/">entrepreneurship</a>.</p>