Sort the SPIN Questions
Classify discovery questions into the four SPIN categories.
Sort each discovery question into its SPIN category. Look at what the question is trying to produce: facts, friction, consequence, or value. Situation Problem Implication Need-payoff How many locations order through this branch each week? Where do stockouts create the most rework for your team? What happens to customer wait time when that stockout hits at noon? If the team could see shortages before lunch rush, what would improve first? Which shift handles receiving today? What parts of the current process frustrate supervisors most? How does that frustration affect overtime or error rates by Friday? What would a smoother Friday…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in