Qualify the inquiry before you quote it
Use Situation, Problem, Implication, and Need-payoff questions to qualify a videography lead.
The move: A fast quote is not faster if it prices the wrong problem. Teach SPIN Selling organizes discovery into four question types. Situation questions establish context: event date, audience, channels, stakeholders, constraints. Problem questions surface what is not working: low attendance, unclear product story, sales team confusion, weak recruiting pipeline. Implication questions make the cost of the problem visible: what happens if the recap is late, flat, or aimed at the wrong audience? Need-payoff questions help the client describe the value of solving it: what would a useful video let the team do next? The model works because it…
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