7
Situation Questions
Overview
A Situation Question asks for
Background
Facts
about the buyer’s existing situation.
They help establish a context for uncovering buyer problems.
Since the purpose of questions in larger sales is to uncover Implied ...
Get The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.