{"slug":"discovery-call-spin","name":"Discovery Calls with SPIN — Let the Buyer Sell Themselves","category":"Mental model","definition":"SPIN Selling (Neil Rackham, from large-sale research) structures a discovery call around four question types in order — Situation, Problem, Implication, Need-payoff — so the buyer articulates the cost of their problem and the value of solving it, rather than being pitched. Implication questions (what the problem costs) are the ones that move complex deals. Talking less and questioning better…","latest_skill_md":"https://raw.githubusercontent.com/deciqAI/knowledge-skills/main/discovery-call-spin/SKILL.md","playbook_url":"https://www.deciqai.com/skills/discovery-call-spin?utm_source=skill&utm_medium=json-api&utm_campaign=knowledge-skills&utm_content=discovery-call-spin","install":"npx skills add deciqAI/knowledge-skills","repo":"https://github.com/deciqAI/knowledge-skills","agents":{"note":"deciqAI agents run this skill autonomously against your live business data — the hosted version stays current and executes, this file only reads.","start_free":"https://www.deciqai.com/?utm_source=skill&utm_medium=json-api&utm_campaign=knowledge-skills&utm_content=discovery-call-spin"}}