Select high-value discovery questions during live calls.
SPIN map SPIN What does SPIN remind you to sequence? Implication Buyer says “handoffs are messy.” What question expands implication? “What slips when the handoff is late or unclear?” This moves from annoyance to consequence. Shallow vs deep Which question deepens discovery? Use context questions to orient, then implication questions to create business clarity. Buyer says “not sure” “I am not sure this is a priority.” Discovery has pain but weak urgency. Your line “What would have to be true for this to become a priority this quarter?” Do not pitch harder before you know the priority threshold. It finds…
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