What Is the Purpose of a Situation Question in the SPIN

question 56

Essay

What is the purpose of a situation question in the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a customer's needs?

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Definitions:

Insightful Questions

Questions that are designed to elicit deep understanding, revealing underlying motives or the essence of an issue.

Supplemental Material

Additional information or documents provided to support or enhance the main content.

Stress Of Interview

The anxiety or nervousness one experiences before, during, or after a job interview or similar evaluative situation.

Stock Questions

Pre-prepared or standard questions often used in interviews, surveys, or research to elicit consistent information across different respondents.