Use SPIN question sequencing to uncover business impact before proposing expansion.
Marta M Operations Champion S Situation P Problem I Implication Expansion discovery 20 sec Marta says her team might want the automation module, but she has not built an internal case. If you demo too soon, you own the value story. If you ask well, the customer starts owning it. 2 days manual approval lag 5 regions possible expansion scope SPIN
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