This document discusses the differences between small selling and big selling. Small selling relies more on relationships and suggestions, while big selling depends more on in-depth research of the client. It also discusses the SPIN model for sales, which involves asking situation, problem, implication, and need-payoff questions to better understand the client's needs and find ways to meet them.

1. SPIN SELLING
Author - Neil Reckham
Crafted by- Gaurav Mulia
Sales Consulting

2. 1. Huwait Reserach
Finding the ways to differentiate between
Small Selling and Big Selling

3. People are
changed VS.
Selling
Changed

4. Small Selling is depends
more on Relations and
Suggestion

5. Big selling depends more
on In-depth research of
Client.

10. Enthusiasam
5
4
3
Enthusiasam
2
1
0
1 Visit
2 Visit
3 Visit
4 Visit

12. Preliminaries
Investigating
Demonstration

13. 



14. Smaller Sales
S
U
C
C
E
S
S
F
A
I
L
U
R
E
Larger Sales
[Two Outcomes]
[Four Outcomes]
Order
Order
Advances
No Sale
Continuation
No- Sale

15. Set Call Objectives in Larger Sell
Back to Investigating
Questions and Success
Open & Closed Questions
Techniques to help your Selling
• Turning Continuations into Advances
• Asking Enough Questions

17. 



18. Buy
Seriousness of
Problem
Don’t Buy
Cost of Solution

20. SPIN
Situation
Need Pay
off
SPIN
Implication
Problem

21. SPIN Model
S Situation Questions
Background creation
P Problem Questions
About Difficulties / Dissatisfaction
I Implied Needs
Problem that Product can solve
N Need Pay off
Show how you can meet implied needs