SPIN(Chinese)-Diana教程.pptVIP

* Say: As a review, here are the criteria for Smart questions.... * Again, try to come with knowledge of someone who is using this skill well in their day to day work. * * * * * First, they identify whether an explicit need exists: Are you looking for a way to...? Would ______ help you at this point? ? Second, they clarify the payoff of meeting explicit needs: Why is that important to you? Do you want fast turnaround because of the cost savings, or because it would make better use of your other equipment? ? Third, they extend the perceived payoff: Is there any other way in which this would h