SPIN vs AIDA: Which Sales Framework Should You Use (And Why You Might Need Both)

Intro
If you’re trying to improve your sales skills or help your team close more deals, you’ve likely come across frameworks like SPIN Selling and AIDA. But how do you know which one to use—and when?

Here’s a breakdown, and why combining the two might be your next best sales move.

SPIN Selling: Ask, Don’t Tell
SPIN stands for Situation, Problem, Implication, and Need-payoff. It’s a questioning technique used to understand the buyer’s context and uncover deeper needs. It’s perfect for discovery calls, consultations, and B2B selling.

AIDA: Guide the Buyer’s Mind
AIDA—Attention, Interest, Desire, Action—is a classic copywriting model. It’s structured for persuasion. You grab attention, spark interest, build desire, and drive action. Think sales pages, email sequences, or elevator pitches.

When to Use What

• Use SPIN when you're in conversation with a buyer, especially for high-value or complex sales.
  
  
• Use AIDA when you’re communicating at scale—email campaigns, sales pages, social media.
  
  

The Power Combo
Together, SPIN helps you understand, and AIDA helps you persuade. One listens. The other moves.

Want to Learn How to Use Both?
I’m running a hands-on sales workshop designed to help you master these two frameworks and turn them into a powerful business growth strategy.

Click here to discuss your options.

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