One critical advantage of the SPIN technique is that it encourages the prospect to define the need.

Question

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The SPIN technique focuses on asking Situation, Problem, Implication, and Need-Payoff questions, which help prospects to define their needs and problems. By asking these questions, salespeople can also get a better understanding of the prospect's situation and pain points, and tailor their solutions to meet their specific needs. Therefore, one critical advantage of the SPIN technique is that it encourages the prospect to define the need.

One Critical Advantage of the SPIN Technique Is That It