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Ask situation questions from "summary" of SPIN® -Selling by Neil Rackham
Situation questions are a vital aspect of the SPIN® Selling technique. These questions help salespeople gain a deeper understanding of the customer's current circumstances. By asking situation questions, sales professionals can gather crucial information about the customer's needs and pain points. This knowledge serves as the foundation for tailoring the sales pitch to meet the customer's specific requirements. When asking situation questions, it is essential to focus on gathering relevant data that will help in shaping the sales conversation. This data includes information about the customer's current challenges, goals, and existing processes. By delving into these details, salespeople can demonstrate their understanding of the customer's situation and position their product o...
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