Concept · Sales & Marketing Frameworks
SPIN Selling
Origin: Neil Rackham (1988)
Biological Parallel
Wolves circle prey for minutes before attacking, using systematic observation to assess vulnerability—testing speed, scanning for limps, gauging herd protection. This sequential information gathering (Situation → Problem → Implication → Need) minimizes energy waste on futile hunts. SPIN's questioning sequence mirrors this predatory reconnaissance: invest small amounts of energy (questions) to determine if larger investment (solution effort) is warranted, exactly as foraging theory predicts.