Prepare two questions for each of the four parts of the SPIN so that you naturally progress to your Need Payoff Question: 1. Situation Questions: Finding out facts about the buyers existing situation. 2. Problem Questions: Asking about problems, difficulties, or dissatisfactions that the buyer may be experiencing 3. Implication Questions: Asking about the consequences or effects of a buyers problems, difficulties, or dissatisfactions 4. Need Payoff Questions: Asking about the value or usefulness of a proposed solution. In addition, they seek the buyers opinion as to what life would be like if the problem were solved. Hint: Structure your questions so one question could naturally lead to the following question in the SPIN sequence. Example: You ask a Situation question, and the customer responds in a way that sets you up nicely to ask a Problem question. Then you ask a Problem question, and the customers answer sets you up nicely to ask an Implication question, and so on. Choose a Scenario Below and Prepare Your SPIN Questions: My scenario is selling computers for Best Buy

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