One critical advantage of SPIN is that the prospect defines the need.

Question

Quizplus · Accepted Answer

The SPIN selling approach focuses on asking the right questions to uncover the prospect's pain points and challenges. By doing so, the prospect is given the opportunity to define their needs, which allows the salesperson to tailor their solution to meet those needs. As a result, this helps to build stronger relationships and increase the likelihood of a successful sale.

One Critical Advantage of SPIN Is That the Prospect Defines