The Importance of Implication Questions
These questions dig deep into the consequences of not solving a problem. They encourage prospects to think about the negative impact of the issues they face, which increases their urgency to find a solution.
23
102 reads
CURATED FROM
IDEAS CURATED BY
SPIN Selling is a sales methodology developed by Neil Rackham based on extensive research. The SPIN acronym stands for four types of questions used during the sales process: Situation, Problem, Implication, and Need-Payoff. Here are five key takeaways:
“
Similar ideas to The Importance of Implication Questions
The Right Questions
- You should aim for what questions. These will help you to name your emotions, which has been shown to reduce negative feelings and attitudes.
- Ask questions that shift your focus to its possible solution. They will reveal potential answers to the problem and will ...
Dig a Little Deeper
Conscious uncoupling, where slight rejections and small disagreements drift couples apart is a reality.
The key to avoiding this is to dig deeper and find out the small details and core issues that turn into a big problem later. Talking about and clearing these issues is cr...
2. You’ve learned to procrastinate from role models.
Your parents, siblings, or other important role models may have demonstrated a “put it off” attitude, which you’ve now adopted as your own.
Solution: Talk to yourself about the negative consequences these role models faced when they procrastinated. Then find new role models...
Read & Learn
20x Faster
without
deepstash
with
deepstash
with
deepstash
Personalized microlearning
—
100+ Learning Journeys
—
Access to 200,000+ ideas
—
Access to the mobile app
—
Unlimited idea saving
—
—
Unlimited history
—
—
Unlimited listening to ideas
—
—
Downloading & offline access
—
—
Supercharge your mind with one idea per day
Enter your email and spend 1 minute every day to learn something new.
I agree to receive email updates