Spin Selling.pdf 💎

| Phase | Question Type | Purpose | |-------|---------------|---------| | Early | Situation | Establish context | | Middle | Problem | Find hidden needs | | Middle‑Late | Implication | Amplify urgency | | Late | Need‑Payoff | Show value & gain commitment |

"Sarah, if a system could predict, down to the hour, exactly how much produce each store would sell, and automatically adjust orders to cut waste from 12% to just 2%, how much of that margin pressure would disappear?" spin selling.pdf