©2012 Huthwaite, Inc. www.huthwaite.com SPIN ® 2.0 Selling SPIN ® Selling 2.0 The SPIN ® 2.0 an acronym for a questioning model that sell- ers use to uncover and develop the needs of customers. The four types of questions—Situation, Problem, Implication, and Need-payoff— form a powerful questioning model that you can successfully use during the all-important investigating stage of the sales call to help develop customer needs. We know that the SPIN ® 2.0 question types will work for you because we developed them by watching successful sales- people in action. The SPIN ® 2.0 Selling solution is a practical, hands-on pro- gram developed from Huthwaite’s groundbreaking research into effective selling. Based on today’s best-validated models for business-to-business selling, the program uses an innova- tive design that not only develops your skills but also provides the tools you need for ongoing reinforcement. SPIN ® 2.0 Selling will provide you the skills necessary to: • Uncover your customers’ business problems and take on a more consultative role • Present your offerings with higher impact • Get your customers to commit taking action in moving the sale forward • Differentiate your offerings from your competition • Make successful sales calls to your senior-executive-level clients Upon completion of the SPIN ® 2.0 Selling program, you will be able to: • Understand your customers’ real business issues • Help your customer see the seriousness of their issues • Amplify the value of a potential solution to your customer in a way that favors your offering • Demonstrate how your offering clearly meets your customer’s stated needs • Manage your sales processes more effectively • Overcome the “no decision” dilemma your customer maybe facing “By using Huthwaite principles, our sales team now un-covers new customer needs that were before undeveloped. These needs have resulted in new revenue and stronger relationships with our customers.” — Jason Kissell Executive Director , Advertising Strategy