The SPIN approach uses a series of four types of questions.
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Q24: A direct negative-no question is highly effective
Q29: After asking a prospect a question,a salesperson
Q31: A salesperson asks a prospect, "Who would
Q33: The shock approach uses a surprising demonstration.
Q34: By using the SPIN approach, salespeople hope
Q36: The opinion approach is recommended for new
Q38: A salesperson is using the SPIN approach.The
Q38: Direct questions are usually answered in a
Q39: When using a nondirective question as an
Q41: Within psychology, first impressions are often related
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