The SPIN approach uses a series of four categories of questions which must be used in an exact order.In fact, professional sales people never deviate from asking the SPIN questions in the same order.

Question

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The SPIN approach involves four types of questions: Situation, Problem, Implication, and Need-Payoff, but skilled salespeople may adapt the order based on the conversation's flow and the client's needs.

The SPIN Approach Uses a Series of Four Categories of Questions