Commercial Discovery Cards
Recall the commercial purpose of SPIN question types and avoid common discovery traps.
SPIN What does SPIN remind you to sequence? Four question types Problem question or implication question? Ask implication after the buyer has admitted a real problem. Can you just show me the product? Buyer asks for a demo before the business issue is clear. Your line Absolutely. To make the demo useful, can I ask one question about what this needs to change in the business? Jumping straight to demo turns discovery into feature browsing. It respects the request while earning one value-shaping question. What is the sign you have enough implication to move toward solution? The buyer can name…
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