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The skill set of probing (asking questions) is important to the true sales professional. Via effective probing, the sales rep learns what is important to the customer prior to doing the product presentation.
In your initial posting, provide one example of a situation question that you might ask a customer who is the production manager for your favorite product. Discuss the rationale for the use of the SPIN model of probing and its benefits.
In response to your classmates, share an example of one of the other SPIN model (situation, problem, implication, need-payoff) questions and discuss how this would help them develop their sales presentation.
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