SPIN Questions You Can Reach For
Recall SPIN question types and use them in coaching discovery calls.
Core map SPIN What does SPIN stand for in a discovery call? Flip for the four layers Situation When a prospect says, I need better leadership presence, what is a strong Situation question? Where does leadership presence matter most in your week right now? The question turns a broad trait into a specific scene. Implication What is a clean implication question for a client avoiding performance conversations? If the conversation stays avoided for another month, what happens to the team or your credibility? Implication should surface cost without exaggerating. Reflex vs move The buyer says, I think I just need…
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