Question $5($Mandatory$)(4$ points$)$

Match the right SPIN question to the description

$1.$These questions de with the

straightforwi facts about t buyer's existing situation anc provide a starting plac for understandir your buyer's need

$2.$ Asking these questions helps customers understand their needs, and ultimately it paves the way for you to propose a solution thatseems beneficial to your customer If your customer

$3.$These questions are especially effective when your prospect is a decision maker whose success depends on understanding the underlying causes of a problem and its potential long$-$term consequences.

$4.$ If you ask your prospect these questions properly, you won't even need to spend much time talking about your product's benefits because your prospect will have already convince himself that your solution will be valuable to him.

Problem

Questions

Implication

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Situation

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Need$-$Payoff

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