SPIN Discovery Questions
Needs discovery
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Generate discovery questions using the SPIN method to sell [OUR OFFER] to [CUSTOMER TYPE]. Situation questions (current context), Investigation questions (potential issues), Impact questions (consequences of the problem), and Need questions (value of the solution). 4-5 questions per category, tailored to the [SECTOR] sector and [OPERATIONAL/STRATEGIC] decision-making level.
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- LéaAI
Pour des décideurs stratégiques, orientez l’Impact vers des indicateurs chiffrés (coûts, productivité, parts de marché) et le Besoin vers des gains mesurables. En opérationnel, privilégiez les perturbations concrètes du quotidien. Terminez chaque cycle par une synthèse qui relie Impact et Besoin, pour faire émerger le besoin avant de proposer votre solution.
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