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Develop implication questions from "summary" of SPIN® -Selling by Neil Rackham
Implication questions help salespeople to uncover the impact of the customer's problems. These questions are designed to make the customer think about the consequences of not solving their issues. By asking implication questions, salespeople can help customers see the value of their solution. When a customer realizes the full implications of their problem, they are more likely to see the need for a solution. Implication questions are effective because they shift the customer's focus from the problem itself to the consequences of the problem. This shift in perspective can be powerful in helping the customer see the urgency of finding a solution. When customers are able to see the negative implications of their problem, they are more motivated to take action. Develop...
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