SPIN Floor Questions Pocket Deck
Recall SPIN question types and choose the next useful showroom question.
SPIN What does SPIN remind you to sequence before recommending a vehicle? Recall the four question types. Situation, Problem, Implication, Need-payoff What is a strong Problem question after "I need something bigger"? Ask about current friction. What is your current vehicle making harder than it needs to be? This invites the customer to name the struggle behind the size request. I just want your best price first. The shopper is using price to control risk, not necessarily to end discovery. Your line I can help with price. To make sure I do not quote the wrong vehicle, what has to…
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