Identify and explain each of the individual steps involved in the SPIN sequence of questioning. Develop two example questions for each step.

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Arely Watts

Business

1 January, 00:36

Identify and explain each of the individual steps involved in the SPIN sequence of questioning. Develop two example questions for each step.

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Lilliana Carlson · Answer 1

SPIN - Situation questions, Problem questions, Implication questions and Need questions are the four sequence of questions. These questions can be used in the following situation:

Situation questions: These questions are asked by inexperienced people to collect fact about the situation Eg How long have you been using the equipment?, Is it a leased machine?

Problem questions: Any difficulties, dissatisfaction or complaints are handled with these questions. Eg Does your equipment have any problems?, Do face difficulty in placing order with your system?

Implication questions: To know and understand the consequence of the problem these questions are asked. Eg If your equipment is faulty will it increase your expense? Is there a training problem because of difficulty is using the equipment?

Need questions: To know the basic need these questions are asked. Eg Can staff turnover be reduced with new system? can new system reduce training cost or any other expense?