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.
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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:
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