I’ve been practicing SPIN selling for a while, and it works pretty well.

Here’s an article from Purchase.com’s blog that illustrates this well: http://www.purchase.com/blog/increase-sales/spin-selling

From the blog post:

Situation Questions

• How many carpets or rugs do you have in your house?

Problem Questions

• What problems do you have with your vacuum cleaner?
• How old is it?
• How often does your vacuum cleaner’s belt break often?
• How heavy is it?
• Where do you store it?

Implication Questions

• Is your vacuum cleaner so heavy that it aches your back to lift it from the closet or even to vacuum?
• Is you vacuum so large and heavy that it’s hard to store away?

Need/Payoff Questions

• How much happier would you be if you had a new vacuum cleaner that was half the height and weight, and could easily be stored and NEVER needed a new belt again?