The Sales Archive which techniques are real, and which are legend
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Implication Questions (SPIN)

The hardest SPIN stage: questions that make the true cost of a buyer's problem grow large and concrete.

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  • 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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More in Discovery

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Free Open vs Closed Questions Use open questions to make buyers talk and closed ones to confirm; knowing when to switch drives discovery. Free Need-Payoff Questions (SPIN) Questions that get the buyer to describe the value of a solution in their own words, so you don't have to. Free SPIN Selling A four-stage question sequence that leads a buyer to state the value of solving their problem themselves. Free The "Why Now" Question Ask what changed to make this a priority today, exposing the real urgency or the lack of it. Free Cost of Inaction Ask what happens if the buyer changes nothing, so doing nothing stops feeling like the safe option.

Part of The Sales Archive — 63 named, sourced plays, 45 free to copy.