A proven way to close bigger deals

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Ever tried fixing a leaky faucet by just staring at it? Yeah, doesn’t work. Same with sales—if you’re only pitching without digging into the real problem, you’re leaving money on the table.

The best reps don’t just talk. They ask the right questions—the kind that get prospects to realize they need the solution before they even hear the price.

Most sales teams miss this step. And that’s why they lose deals.

But here’s the good news: there’s a simple way to flip the conversation in your favor. No gimmicks. No Jedi mind tricks. Just a framework that makes closing feel effortless.

SALES

SPIN selling: Are you asking the right questions in sales?

Most sales reps struggle because they pitch before understanding the problem. Spin selling flips the script—leading to higher close rates and bigger deals.

Use these four types of questions to uncover needs, create urgency, and position your solution as the obvious choice.

1. Situation questions – Gather intel

Reps who assume lose deals. The best ones dig into the current setup first.

• “How does your team currently handle [X]?”

• “What tools or processes are in place for this?”

Why it matters:

• Helps identify inefficiencies early

• Shows you’re not just another salesperson—you’re listening

• Builds trust, making prospects more likely to open up

2. Problem questions – Find the pain

Prospects rarely admit to their struggles outright. They hint at them. Your job? Bring those pain points to the surface.

• “What’s the biggest frustration with your current approach?”

• “Where do you see things breaking down the most?”

Reps who fail here end up competing on price. Uncover the real problem, and price becomes secondary.

3. Implication questions – Highlight the cost of inaction

This is where deals move forward or stall. Prospects need to feel the impact of their challenges.

• “How does this issue affect revenue, efficiency, or growth?”

• “What happens if this isn’t fixed in the next six months?”

Why it works:

• Prospects start calculating the real business cost

• Sales cycles shrink because urgency increases

• Reps who use this step close 33% more deals

4. Need-payoff questions – Make the solution a no-brainer

Once the pain is clear, the right solution sells itself.

• “If this problem was solved, what would change for your team?”

• “Would it help if [your solution’s core value]?”

By now, prospects see the value. You’re no longer justifying the price—you’re proving the return.

Why spin selling works

• Prospects are 3x more likely to engage when reps use this method

• High-performing teams grow deal size by 27% using SPIN

• Asking better questions shortens sales cycles by 40%

The takeaway

Stop pitching. Start diagnosing.

Train your team on SPIN, and watch:

• More engaged prospects

• Shorter sales cycles

• Higher-value deals

Sales isn’t about pushing—it’s about guiding. Use this method, and let prospects sell themselves.

HEADLINES

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SOFTWARE

Top tools

✅ Meetify: Combines Calendly and Google Maps to find the best time and place to meet.

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POLL