• Home >>
  • Sales >>

Time to give your team the confidence to win sales using the SPIN framework…

In the 1970s, Neil Rackham and his training company Huthwaite developed the SPIN questioning framework, enabling us all to ask the right questions during our meetings with prospective buyers.

When used well, the SPIN framework takes away the uncertainty about which questions to ask and helps to develop a real understanding of your customers’ needs.

Global printing company Xerox trained their team with the help of Neil and Huthwaite, using the SPIN framework of ‘happy’ and ‘sad’ questions. The results they achieved with this new way of asking questions was so profound that many other large businesses followed suit.

The Huthwaite team went on to investigate more than 35,000 sales visits and calls in 50 industries and across 23 countries. The results of these investigations and research can be found in Neil’s book, SPIN selling.

So, what is SPIN selling and how will it help your business build value and sell more?

The SPIN framework is built around using 4 types of questions to build value:

  • Situation Questions
  • Problem Questions
  • Implication Questions
  • Needs/Payoff Questions

The SPIN framework will give your team confidence in sales meetings, allowing them to build rapport with your customers and increase the credibility of your business.

Click here to learn more about each type of question in the SPIN framework and how it can help your business win more sales.

Click Here to Leave a Comment Below

Leave a Reply:

'Much more than a firm of Accountants'

"I can say with confidence that Landmark Chartered Accountants deliver far more than any Accountancy Firm I have known. They are the advisers we need them to be, questioning on our goals and strategies to ensure we create business growth through efficiencies we wouldn't have known about. Thank you Landmark for being much much more than a firm of Accountants"

Charlie Ryan, CMR Recruitment Limited

Switch to us and never look back

Whether it’s business advice delivered at the right moment or a detailed phone call about tax, we’re always just one click away from giving you the support you need.

Give us a call

We’re always happy to discuss ways to improve your business.

Fill us in

We’ll get all the necessary information to get started.

Relax

Rest assured that we’ll have everything taken care of.

Contact us

01923 587 487
admin@lmca.co.uk


Leavesden Park
5 Hercules Way
Watford
Hertfordshire
WD25 7GS
United Kingdom

Legal information

Landmark Accountants Limited is registered in England & Wales. Company Registration Number: 09849249
VAT No: 233 1304 59

Follow us