8. “If that continues, what effect on…?” 9. “How does that impact your other departments?” 10. “What costs are hidden in that problem?” 11. “How does that problem affect customer satisfaction?” 12. “What happens if you do nothing?”
An acronym for four question types that guide a buyer from latent need to clear solution urgency. spin selling.pdf
Successful salespeople ask different types of questions. They move from telling → asking. 8. “If that continues