Sales Skills / Ask Better Questions, Sell More / Lesson 14

LESSON 14 · ASK BETTER QUESTIONS, SELL MORE

Common SPIN Mistakes

Twenty practical ways to avoid common SPIN mistakes, so the method helps instead of getting in the way.

Method serves conversation, not the reverse. Know the traps.

10 tipsEasy things to say7-day plan

Start with tip 1

Jump to the 7-day plan

10 tips that really help

These ideas come from SPIN Selling (Neil Rackham), Gap Selling (Keenan), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

TIP 1

Mistakes are common

Even trained sellers slip, and noticing them is the first step.

TRY THIS
Review your calls.

TIP 2

Asking too many situation questions

It bores people and wastes time.

TRY THIS
Prepare ahead.

TIP 3

Skipping implications

Without cost, problems feel small.

TRY THIS
Add one.

TIP 4

Pitching too early

Jumping to solutions before need is clear loses interest.

TRY THIS
Hold back.

TIP 5

Ignoring answers

Failing to follow what they say makes questions pointless.

TRY THIS
Listen more.

TIP 6

Asking in a fixed order

Be flexible and follow the conversation.

TRY THIS
Adapt the order.

TIP 7

Forgetting to summarise

Without a recap, understanding is unclear.

TRY THIS
Summarise often.

TIP 8

Overusing the method

Not every talk needs all four types.

TRY THIS
Choose wisely.

TIP 9

Too many situation questions

They bore the buyer.

TRY THIS
Cut half.

TIP 10

Not enough problem questions

Without pain, no urgency.

TRY THIS
Add two.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

RESET

“Let me step back and ask it differently.”

LISTEN

“Tell me more about that.”

CHECK

“Am I on the right track?”

SKIP

“I will not ask what I can find out myself.”

NATURAL

“Let me say that more simply.”

THANKS

“Thanks for your patience.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
List the mistakes

DAY 2
Check your calls for each

DAY 3
Fix one this week

DAY 4
Ask for feedback

DAY 5
Record a call

DAY 6
Compare before and after

DAY 7
Review monthly

Further reading

• SPIN Selling (Neil Rackham)
• Gap Selling (Keenan)
• The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.