Implication Questions (SPIN)
The hardest SPIN stage: questions that make the true cost of a buyer's problem grow large and concrete.
How it sounds
- You Ask a chain of implication questions, one consequence leading to the next
- Buyer Realizes the problem costs more than they'd added up
- You Prepare beforehand so the questions don't feel like an interrogation
- Result The buyer sees the full cost of the problem, not just its symptom
The rest of this entry is in the full archive
- Why implication questions separate top closers from feature-dumpers
- How to build a chain of implications that raises perceived cost
- The prep that lets you ask them without sounding like an interrogation
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