Account Information
Greetings {recipient's name} 👋, I'm excited to begin our adventure for {project} here. This collaborative platform will act as our main headquarters, containing all the details related to our project for {company name}. Best, Andy
Opportunity Details
Deal Value: [Enter value]
Timeline: [Enter expected close date]
Decision Criteria: [Enter key decision factors]
Stakeholders: [List key stakeholders]
Situation Questions
Current State Assessment
Objective: Understand the prospect's current environment, processes, and context without focusing on problems yet.
Question | Response | Follow-up | Notes |
|---|---|---|---|
How is [process] currently handled in your organization? | |||
What tools or systems are you currently using for [relevant function]? | |||
How long have you been using your current solution? | |||
Who is involved in the [relevant process] within your organization? | |||
What are your team's primary responsibilities regarding [relevant area]? |
Problem Questions
Pain Point Identification
Objective: Uncover specific difficulties, challenges, or dissatisfactions the prospect is experiencing.
Question | Response | Priority (1-5) | Notes |
|---|---|---|---|
What challenges do you face with your current [process/solution]? | |||
Are there any bottlenecks in your current workflow? | |||
What frustrates your team about the current approach? | |||
Where do you see the most frequent errors or issues occurring? | |||
What goals have been difficult to achieve with your existing setup? |
Implication Questions
Impact Analysis
Objective: Explore the consequences and ripple effects of the identified problems to build urgency.
Problem | Business Impact | Financial Impact | Timeline Impact | Strategic Impact |
|---|---|---|---|---|
[Problem 1] | ||||
[Problem 2] | ||||
[Problem 3] |
Need-Payoff Questions
Solution Value Alignment
Objective: Guide the prospect to articulate the value and benefits they'd receive from solving their problems.
Question | Response | Linked to Problem | Value Category |
|---|---|---|---|
How important would it be to solve [specific problem]? | |||
What would it mean for your team if you could reduce [pain point] by X%? | |||
How would improving [process] affect your overall business objectives? | |||
What would be the ideal outcome of implementing a new solution? | |||
How would solving this issue affect your personal/professional goals? |
Value Proposition Mapping
Customer Need | Our Solution | Specific Feature/Benefit | Proof Point |
|---|---|---|---|
[Need 1] | |||
[Need 2] | |||
[Need 3] | |||
[/Table] |
ROI Calculation
Quantify the value of implementing our solution.
Current Costs:
[Add value]
[Add value]
[Add value]
Projected Savings/Gains:
[Add value]
[Add value]
[Add value]
Expected ROI: X% within [timeframe]
Next Steps
Discovery Call Completed
Solution Demonstration
Proposal Delivery
Decision Meeting
Implementation Kickoff
Action Items
[Task 1]
[Subtask a]
none[Subtask b]
none[Task 2]
[Subtask a]
none[Subtask b]
none[Task 3]
[Subtask a]
none[Subtask b]
noneSPIN Selling Reference Guide
Situation Questions Best Practices
Focus on gathering factual information about the prospect's current state without leading or assuming problems. Use these questions sparingly and mainly to establish context.
Problem Questions Best Practices
Help the prospect articulate difficulties and challenges they're experiencing. Listen carefully to identify both stated and unstated problems.
Implication Questions Best Practices
Develop the consequences of the prospect's problems to increase urgency and motivation to change. Focus on business impact rather than technical issues.
Need-Payoff Questions Best Practices
Guide prospects to articulate the benefits they'd receive from your solution in their own words. Use these to build motivation and commitment.
"SPIN Selling is not about manipulating customers; it's about helping them navigate their own buying process by asking the right questions at the right time." ― Neil Rackham, Creator of SPIN Selling
