Need-Payoff Questions Drive Value
These questions help prospects envision how your solution can positively impact their business. They are designed to elicit positive responses and increase the buyer's enthusiasm for the 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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