BUSINESS-DEVELOPMENT5 MIN READ
Dialogue: Sell With SPIN, Not A Feature Dump
Use SPIN questions to uncover pain before presenting a solution.
Priya Shah PS VP Revenue Operations 1 Problem 2 Implication 3 Need-payoff Priya says the team “probably needs better reporting,” but the problem is still vague. Your wording determines whether the conversation creates evidence or defensiveness. conversation moments framework to apply SPIN sequence Move from context to problem, then implication, then buyer-owned payoff. Shortcut Pitch or comply too soon A more useful business-development conversation
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