Questions seeking facts are called Situation Questions. They are necessary. They help uncover a context for uncovering buyer problems. You need some facts in order to be able to put forward a reasonable solution / proposal to your prospect.
Reading this summary in NO WAY replaces the experience of reading one of the SPIN Selling books. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. So, do yourself a favor and buy one of the SPIN Selling books (personally I prefer the SPIN Selling Fieldbook) or better still attend one of the sales courses they run. I’m very confident it will be worth your time and money.
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