Sort the SPIN Questions
Categorize discovery questions by SPIN question type.
Sort each discovery question into the SPIN category it best represents. Situation Problem Implication Need-Payoff Which systems does your support team use for escalation today? Where do escalations most often break or slow down? What happens to SLA credits when escalations are assigned late? If managers saw escalation risk by Tuesday, what would that change? How many regional managers need the weekly report? What makes the current weekly report unreliable for managers? Who has to explain the variance when the report is wrong? What would a trusted report let the VP decide faster?
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