SPIN Question Deck
Recall SPIN stages and use them to choose the next SaaS discovery question.
Core map SPIN What does SPIN stand for in discovery? Use it as a sequence, not a script. Question quality Buyer says handoffs are inconsistent. Which question is stronger? The stronger question earns a demo by making the impact visible first. Discovery resistance Can we skip the questions and just see the product? The buyer is rushed but still needs relevance. Either refuse or surrender to a generic tour. Your line Yes. Give me two minutes on what changed and what outcome matters most, then I will show only the workflow tied to that. It uses an upfront contract to…
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