The method
SPIN Selling, explained simply
In the 1980s, Neil Rackham and his team at Huthwaite analysed over 35,000 sales calls across 23 countries. Their finding changed sales training: in larger, considered sales, traditional closing techniques actually reduce success. What works is a structured sequence of questions.
The four types of questions
Situation
Understand the client's context — quickly, without interrogating.
“How is client intake handled today?”
Problem
Uncover the difficulties and dissatisfactions they live with.
“Where do potential clients drop off in that process?”
Implication
Help them feel the real cost of leaving the problem unsolved.
“What does losing two qualified clients a month mean for the firm's revenue this year?”
Need‑payoff
Let the client tell you the value of your solution — in their own words.
“If every first meeting turned into a clear next step, what would that be worth to you?”
Larisa's touch: SPIN + psychology
As a clinical psychotherapist, Larisa adds what most sales trainers can't: how people really process risk, trust and decisions. Your team learns not just which questions to ask, but how to ask them so clients open up — and how to listen to what's behind the answer.
Why it beats traditional sales training
| Pitch the product first | Understand the client's problem first |
| Overcome objections | Prevent objections before they appear |
| Pressure to close | Client concludes the value themselves |
| Generic scripts | Questions tailored to your industry |
Let's see what your team could close next quarter.
A free 30‑minute video call. We look at your sales process, your team and your goals — and you'll leave with at least one idea you can use immediately, whether or not we work together.
Free. No obligation. Video call on Zoom.