Master the SPIN selling methodology with this changeable Framework
Situation Questions: These are information-gathering questions designed to understand why they are looking to buy and why now.
Problem Questions: These questions get your buyer talking about their problems and needs. Done correctly, these questions set the stage for two other types of questions, implication and need payoff.
Implication Questions: These questions focus on the consequences of your buyer’s problems. This is how the best salespeople drive urgency in their deals.
Need-Payoff Questions: These are questions that showcase the benefits of solving a problem. Properly delivered, these questions help increase deal momentum.
