In an era of apathy within the sales system, finding ways of motivating buyers to take action is particularly challenging. SPIN® selling is a tried and tested methodology of customer interaction. SPIN® helps reps: Ask customer-focused questions that lead to problems they can help solve, broaden the customer’s perception of the challenges they are facing, Identify which customer needs are more likely to receive action, Develop a more complete vision of a solution; and Optimize information sharing to focus on real benefits to the customer