Business dictionary states that a problem is a perceived gap between the existing state and a desired state. Although many problems turn out to have several solutions, difficulties arise where such means are either not obvious or are not immediately available.

Psychology is without doubt a resourceful field when you have problems to overcome, however a common practice is to reach out to people’s advice that seems to have a word ready to fix your issue.

What is that prevent you when facing a similar situation to reach out to your own self for a sound advice? Are people wiser when considering another’s problem that you are when considering your own?

What if you turn into a fine observer of your situation and consider the path to a solution in the same way that a friend or adviser would do for you? Would that increase the chances to get deeper and faster to a desired state?

You are probably aware that salespeople often use psychological methodologies to persuade you to buy their products or services, even if they themselves aren’t aware of how these techniques influence your decisions.

What if you can apply this knowledge, in your day to day life to get down to the root cause of any situation you face and get faster on a path of solution development.

SPIN Selling methodology was brought by Neil Rackham and published in the book with the same name, in 2000. It has been developed following a careful observation of 35,000 sales calls and the result pointed out that the quality of question asked by sales people were the key to a successful sale.

Rather than telling prospects why purchasing a product or service is a good idea, the goal of SPIN sell is to guide prospects to these realizations on their own.

Start with 4 steps of  SPIN questioning to get to the solution path faster.


Be aware of what is happening in the vicinity to understand how information, events, and your own actions will impact goals and objectives, both immediately and in the near future.

Situation awareness has been recognized as a critical, yet often elusive, foundation for successful decision-making across a broad range of complex and dynamic systems.


The purpose of this step is to bring awareness that there is a problem that requires a solution. Get to the heart of your issue by diving deep into your current situation.

This is a very important step that gets to the root cause of your issue and helps you identify areas that might have been otherwise overlooked. At times, you will identify multiple issues that cause discomfort and blocks your development.


The purpose of this step is to emphasize a potential impact and consequences that may arise, if the problems and issues are not addressed. The reasoning behind implication is solely to demonstrate in your own mind that problems need to be sorted sooner than later. It brings urgency to act and start developing solutions.

4.Need payoff

 The purpose of this step is to see how valuable a real solution to your problem would be and shine a light of positive energy upon your situation.

Consider how the situations would change if the problems were solved. Start drawing potential solutions and ways to apply them to get to your desired state faster.

 4 simple steps that could help you to uncover issues in your life and get to the solutions, by fostering a communication with yourself and a faster analysis of your current state.

Alina Iordache



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