II.
LibraryProcess overview
Reference · livelib-process:sales--spin-selling-discovery
spin-selling-discovery overview
Structured discovery framework using Situation, Problem, Implication, and Need-Payoff questions to uncover customer needs and build value through consultative selling techniques.
Attributes
displayName
spin-selling-discovery
description
Structured discovery framework using Situation, Problem, Implication, and Need-Payoff questions to uncover customer needs and build value through consultative selling techniques.
libraryPath
library/specializations/domains/business/sales/spin-selling-discovery.js
specialization
sales
references
- - SPIN Selling by Neil Rackham: https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136 - Huthwaite International: https://www.huthwaiteinternational.com/
example
const result = await orchestrate('sales/spin-selling-discovery', {
accountName: 'Acme Corporation',
contactName: 'John Smith',
industry: 'Manufacturing',
currentSituation: 'Legacy ERP system with manual processes',
knownChallenges: ['Data silos', 'Manual reporting'],
meetingObjective: 'Qualify opportunity for ERP modernization'
});
usesAgents
- sales-strategist
Outgoing edges
lib_applies_to_domain1
- domain:sales·DomainSales
lib_belongs_to_specialization1
- specialization:sales·SpecializationSales
lib_implements_workflow1
- workflow:customer-journey-optimization·WorkflowCustomer Journey Optimization
lib_involves_role3
- role:account-executive·RoleAccount Executive
- role:sales-engineer·RoleSales Engineer
- role:customer-success-manager·RoleCustomer Success Manager
lib_requires_skill_area3
- skill-area:sales-methodology·SkillAreaSales Methodology
- skill-area:customer-success·SkillAreaCustomer Success
- skill-area:revenue-operations·SkillAreaRevenue Operations
Incoming edges
None.