Recall the right consultative discovery move for common call moments.
SPIN stage What is the job of a Problem question in discovery? Recall before flipping. A Problem question uncovers dissatisfaction in the buyer current state before you explore consequence or payoff. If the answer does not reveal friction, do not jump to Implication. Use active listening and ask where the issue shows up. Problem vs pain Problem versus pain: which one earns a business case? Problem names friction; pain names the consequence that makes change worth effort. Use the pain funnel to move from problem to consequence. Early deck request Buyer says: Just send me the deck. Can you just…
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