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On this episode, we’ll be discussing how to effectively persuade clients & prospects and with four kinds of questions. These types of questions come from the classic book Spin Selling which we reference throughout the show.
In the SPIN model, there are four components of selling products or services: opening, investigating, demonstrating capability, and obtaining commitment. SPIN gets its name from the four kinds of questions that take place during the investigation stage: Situation, Problem, Implication, and Need-payoff.
We’ll be discussing each of these, and how these types of questions can create a sense of urgency in the mind of customers and prospects.
Featured Beer
Sean is having a Brooklyn Black Chocolate Stout. In the 18th century, Catherine the Great, Empress of Russia, ordered a stout to be sent to her from England. This beer was brewed strong and hoppy to survive the sea voyage, and it arrived in perfect condition. It pours a dark black color with a foamy brown head and has a strong aroma of chocolate.
I’m having a Southern Pecan Nut Brown Ale from Lazy Magnolia, Mississippi’s oldest brewery. This ale is the first beer in the world, made with whole roasted pecans, and won a Bronze Medal in the 2006 World Beer Cup in the Specialty Beer category. Pours reddish-chestnut with an aroma of nutty malt and fruity hops. Taste is medium sweet, and a soft bitter finish.
