Use SPIN discovery questions to uncover the customer's real tree-service buying problem.
The first request is rarely the full problem. SPIN discovery keeps you from quoting only the visible task. Each question type does a different job, and the sequence matters. Situation: gather the facts Ask about access, timeline, property constraints, prior work, permits, utilities, pets, neighbors, and what triggered the call. Keep these questions brief; customers do not want a survey before they feel understood. Problem and implication: find the pressure Problem questions reveal dissatisfaction: dead limbs, roof rub, blocked driveway, storm anxiety, or insurance pressure. Implication questions make the cost of inaction concrete. If a dead limb fails, what is…
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