SPIN Selling

Question 1

Situational based questions

Answer 1

These questions are designed to uncover facts. Yes and no answers. Thank

Question 2

Problem based questions

Answer 2

There’s questions are designed to uncover possible problems that may exist.

Question 3

Implication Based questions

Answer 3

Questions that are designed to uncover of the possible result of not fixing the problem

Question 4

Needs based questions

Answer 4

Questions used to identify needs or benefits And to uncover the value of the solution.

Question 5

Precursors

Answer 5

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P
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Question 6

Situational precursors

Answer 6

How, where,

Question 7

Problem precursors

Answer 7

The following are used to uncover the details of the problem. Insert the situation with in the blanks

What concerns you most about?

What worries do you have when it comes to?

What keeps you up at night about?

Question 8

Implication precursors

Answer 8

The following are used to uncover the possible result of not fixing a problem. Insert the problem with in the blanks.

Questions that start with

what do you think will happen if?
What are the consequences of blank?
How do you think it would affect you most if Blank?

Question 9

Needs/pay are precursors

Answer 9

To uncover the value of a solution
Insert the solutions with in the blanks

questions that start with
how would it benefit you most if?
How would it help you most if we?