Answer Happy

Prepare two questions for each of the four parts of the SPIN so
that you naturally progress to your Need Payoff Question:
1. Situation Questions: Finding out facts about the buyer’s
existing situation.
2. Problem Questions: Asking about problems, difficulties, or
dissatisfactions that the buyer may be experiencing
3. Implication Questions: Asking about the consequences or effects
of a buyer’s problems, difficulties, or dissatisfactions
4. Need Payoff Questions: Asking about the value or usefulness of a
proposed solution. In addition, they seek the buyer’s opinion as to
what life would be like if the problem were solved.
Hint:
Structure your questions so one question could naturally lead to
the following question in the SPIN sequence. Example: You ask a
Situation question, and the customer responds in a way that sets
you up nicely to ask a Problem question. Then you ask a Problem
question, and the customer’s answer sets you up nicely to ask an
Implication question, and so on.

Choose a Scenario Below and Prepare Your SPIN Questions:
My scenario is selling computers for Best Buy
Please read the question carefully.