The concept of SPIN selling was originally introduced in 1988, but it has stood the test of time and remains a solid and successful technique for sales teams to employ.

Published on June 24, 2018.

For many years, salespeople followed a typical pattern or formula.  In 1988, Neil Rackham took at long hard look at the sales process and made a surprising discovery. He discovered that traditional selling techniques that work well with small sales very often backfire when making large sales.

Rackham and his team analyzed more than 35,000 sales calls over a 12-year period and identified a pattern that most often led to success and he coined the term SPIN selling.


S - Situation questions

P - Problem questions

I - Implication

N - Need - payoff



In our recent feature we break down the SPIN technique and help you apply to it to sales today. 

You can find the full piece here.