Sort Leads by Buying Signal
Distinguish lead signals that reveal facts, pain, consequence, and value.
Sort each discovery clue into the SPIN signal it most clearly represents. Situation Problem Implication Need-payoff We close on the house in six weeks. The builder needs lighting decisions by Friday. The kitchen island is where everyone dumps bags and mail. We avoid inviting people over because the living room feels unfinished. If we do not decide now, the contractor will close the walls without sconces. If the guest rooms are not ready, my parents will stay in a hotel again. If this worked, weeknight dinner would stop feeling like crowd control. I want the house to feel ready before…
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