---
tags: Week 7, H3, M11
---
# SPIN Selling
:::info
**You're in step 3 of a discovery call:** Need Discovery
:::

Now that you're familiar with the general structure your discovery call should follow, let's have a look at one of the most common questioning techniques out there: SPIN Selling!

Do not be deceived by the title; this is not about spinning your customers brain 🤯

Rather, it is about asking very targeted and effective questions. The SPIN technique is one of the most effective questioning concepts we have experienced in our sales careers.

Essentially, it divides the need or pain discovery process into four steps, as outlined below.

Here's the general idea 👇


- The video below explains it in detail
- If you want to dive deeper into SPIN Selling, we recommend [this article by Zendesk](https://www.zendesk.com/blog/spin-selling/#:~:text=The%20acronym%20SPIN%20represents%20the,about%20the%20prospect's%20current%20state.)

{%youtube iE6xkPqBlYo %}

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