SPIN® Selling Conversations

In an era of apathy within the health system, finding ways of motivating buyers to take action is particularly challenging. SPIN® selling is a tried and tested methodology of customer interaction.

SPIN® helps reps:

  • Ask customer-focused questions that lead to problems they can help solve
  • Broaden the customer’s perception of the challenges they are facing
  • Identify which customer needs are more likely to receive action
  • Develop a more complete vision of a solution; and
  • Optimize information sharing to focus on real benefits to the customer