If you look at the sales methodologies of Salesforce, HubSpot, or McKinsey, you see the ghosts of SPIN everywhere.
In large sales, too many Situation Questions frustrate buyers (who feel you didn’t prepare). Use them sparingly, and research answers beforehand. spin selling.pdf
"They'll undercut us on price," Sarah said quietly. "We’d have to match them. But with our waste, our margins would go negative. We'd be losing money on every basket of organic kale." If you look at the sales methodologies of