Run a SPIN Call-Coaching Loop
Use call evidence to coach one better SPIN question.
Transcript: rep asks about team size, tools, regions, process owners, and reporting cadence. Buyer mentions onboarding takes six weeks. SPIN progression: Situation -> Problem -> Implication -> Need-payoff. The trap is telling the rep to “be curious” without showing which question would advance the conversation. Find the opening Locate the buyer phrase with potential pain: “onboarding takes six weeks.” Coaching starts from buyer language, not manager preference. Upgrade the question Turn the fact into implication: “What does a six-week onboarding delay affect downstream?” This asks the buyer to connect delay to consequence. Practice the pause Have the rep ask it…
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