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Overview: The SPIN method is not a rigid implementation formula. The situation and problem question phases are often strenuous for customers and need to be limited. Desk research is required to draw up hypotheses of likely pain points and should be tested during the interview. The greatest effort should be during the implication phase when the customer becomes aware of the problem’s severity. Those implied needs that are discovered to be relevant must be developed into explicit needs during the need-pay-off phase. This paper from provenmodels explains SPIN interview framework.
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