Business

SPIN Selling Guide: 4 Stages of the SPIN Selling Process

Written by the MasterClass staff

Last updated: Feb 25, 2022 • 4 min read

Unlike small sales, which deal with low-value items or one-time purchases, larger sales require a greater amount of trust between the client and sales rep. This is because larger, complex sales are not only worth more money, but they typically involve clients with multiple stakeholders and decision-makers. In order for the prospective client in a large sale to recognize the value your business provides, try using a question-based sales process called SPIN selling.