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SPIN to uncover the solution (need payoff) for high priority (implication) needs (problem/opportunity) Confirm information, get new information, gauge attitudes, and obtain commitment Pay attention to sequencing Five Key Pieces of Information to Get: Solution/Benefit Area:_________________________________________________________________ Situation Problem/Opportunity Implication Need Payoff Solution/Benefit Area:_________________________________________________________________ Situation Problem/Opportunity Implication Need Payoff Solution/Benefit Area:_________________________________________________________________ Situation Problem/Opportunity Implication Need Payoff Solution/Benefit Area:_________________________________________________________________ Situation Problem/Opportunity Implication Need Payoff Presentation/Value Proposition: Solutions/Benefits (list in order of importance)Product/Service and Feature(s) that ProvideUnique Selling Point Y/N? Proving Method to Measure/Demonstrate ROI: Closing: Possible Objections/Basic Issues: Objection:_____________________________ Recognize Respond Resume Objection:_____________________________ Recognize Respond Resume Objection:_____________________________ Recognize Respond Resume Possible Closes:     PAGE 1 Page  PAGE 2 of  NUMPAGES 3 © 2010 ESSPS, University of Toledo Page  PAGE 1 of  NUMPAGES 3  !PR}~‚�®°¶ÅÞßïðñ. 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