The First Question to Ask a Prospect When Using the SPIN

question 69

True/False

The first question to ask a prospect when using the SPIN approach is referred to as the strategic question.

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Definitions:

Decision Criteria

Decision criteria are the standards or benchmarks used to guide the decision-making process, helping to evaluate and prioritize different options.

Business Problem

Refers to any issue or challenge within a business that needs to be addressed to improve performance, revenue, or operational efficiency.

Product's Features

The specific characteristics, capabilities, or qualities of a product that are highlighted to differentiate it from competitors.

Salesperson

An individual who sells goods or services to customers aiming to meet or exceed sales objectives.