Using S.P.I.N. Selling during internal audits.
Updated: Oct 5, 2021
What are the SPIN auditing questions?
Situation: Establish auditee's current situation.
Problem: Identify problems the auditee faces that your audit findings can solve.
Implication: Explore the root causes and effects of those audit issues.
Need-Payoff: Show why an excellent management action plan is worth it.
I have been using the S.P.I.N. Selling methodology since the 1970's. I serviced me will during my years as a consultant and salesperson. It is a way to avoid many of the client relationship issues that come up during an audit when you have findings that must be addressed by an effective management action plan.
We cover using this methodology in several of our internal audit training events. You can access a list of these events at: http://compliance-seminars.com/Index-Internal-Audit.asp#Training-Seminars-List