---
name: sales/spin-sell
description: >
  Prepare for sales conversations using SPIN Selling (Neil Rackham).
  4 question types that uncover needs and build urgency.
allowed-tools: [Read, Write, Edit, Agent]
---

# SPIN Selling Prep — `/sales spin <context>`

> **Agent:** Miguel (Sales Director) | **Framework:** SPIN Selling (Neil Rackham)

## 4 Question Types

### S — Situation Questions
Understand the prospect's current state (minimize these, do research first):
- "How do you currently handle [process]?"
- "What tools are you using for [task]?"
- "How large is your team?"

### P — Problem Questions
Uncover difficulties and dissatisfactions:
- "What challenges do you face with [current approach]?"
- "How much time does [process] take each week?"
- "What happens when [failure scenario]?"

### I — Implication Questions
Make the problem feel urgent by exploring consequences:
- "What impact does that have on [revenue/team/customers]?"
- "If this continues for 12 months, what happens?"
- "How does this affect your ability to [goal]?"

### N — Need-Payoff Questions
Get the prospect to articulate the value of solving the problem:
- "If you could [solve problem], what would that mean for your business?"
- "How would it help if [desired outcome]?"
- "What would you do with the time/money saved?"

## Key Principle
Large sales are won with Implication and Need-Payoff questions.
Small sales can be closed with Situation and Problem questions alone.

## Preparation Checklist
1. Research the prospect (LinkedIn, company site, recent news)
2. Prepare 3-5 Problem questions specific to their industry
3. Prepare 3-5 Implication questions for each likely problem
4. Prepare 2-3 Need-Payoff questions for each implication
5. Know your solution's fit BEFORE the call (don't pitch too early)

## Output → SPIN question bank customized for the specific prospect/industry
