In the SPIN Questioning Model, the Purpose of Asking Implication

question 123

True/False

In the SPIN questioning model, the purpose of asking implication questions is to get the customer thinking about the consequences of not solving the identified problem.

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Definitions:

Extrinsic Values

Values that are motivated by external rewards such as money, praise, or awards, rather than intrinsic satisfaction.

Generation X

The demographic cohort following the baby boomers, typically identified as those born from the early-to-mid 1960s to the early 1980s.

Extrinsic Reward

A reward from an external source, often tangible, such as money, grades, or tokens, provided to motivate behavior.

Competencies

The combination of skills, knowledge, and behaviors that are needed to perform a role or task effectively.