Final answer:
The SPIN Selling framework represents four types of questions: Situation, Problem, Implication, and Need-payoff.
Step-by-step explanation:
The SPIN Selling framework represents four types of questions: Situation, Problem, Implication, and Need-payoff.
Situation questions help the salesperson understand the current state of the prospect's situation. They gather information about the prospect's circumstances and existing resources.
Problem questions aim to uncover the prospect's pain points, challenges, or unmet needs. These questions help the salesperson identify opportunities where their product or service can provide a solution.
Implication questions explore the consequences and effects of the problem from the prospect's perspective. They help the salesperson build urgency and demonstrate the value of solving the problem.
Need-payoff questions focus on the benefits and value that the prospect will receive by solving their problem. These questions elicit the prospect's positive perceptions of how their situation will improve.