Spin selling s ituation p roblem i inexperienced people generally dont ask enough problem questions o implication questions are more complex and sophisticated types of questions implication questions take a customer problem and explore its effects helping the customer understand a problems seriousness o need payoff questions they get the customer to tell . Start by marking spin selling situation problem implication need payoff as want to read start your review of spin selling situation problem implication need payoff write a review feb 03 2017 sean gibson rated it really liked it there were a lot of awesome discoveries in the 80s including but not limited to big league chew the fact that long haired men wrenching out soul . The acronym spin represents the categories situation problem implication and need payoff when practicing spin selling reps ask questions that fall into these categories during the different stages of the sale situation questions help reps learn more about the prospects current state theyre asked during the opening stage of a sale. Need payoff simply put the spin technique is a sequence of questions not predefined questions to be quoted verbatim but types of questions to be asked in a particular order during a sales call a salesperson opens with situation questions progresses to problem questions and so on