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Answer 12a. and 12b. Thank you 12. Which type of SPIN question is designed to make the customer state the value proposition on their own?

Answer 12a. and 12b.

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12. Which type of SPIN question is designed to make the customer state the value proposition on their own? Situation Problem Implication Need Payoff Unrestricted According to Rackham, which type of SPIN questions are most likely to reduce prospect concerns about product cost? Situation Problem Implication Need Payoff Unrestricted

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