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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Ask solution-focused questions. It will help you to find potential answers to the problem and increase your confidence in your ability to solve future problems.
Leaders facilitate others to contribute positively in a given context. Their core values inform their approach to leading. By focusing and positively building on what people believe and value, instead of simple problem-solving, leaders have the potential for far more wi...
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