SPIN | Need-Payoff

Question 1

NEED-PAYOFF

Why would you find this solution so useful?

Question 2

NEED-PAYOFF

How do you think the ability to [SOLUTION] would help you?
— ex: How do you think the ability to find content through a single interface would help you?

Question 3

NEED-PAYOFF

Would you say it’s important for you to solve this Problem?

Question 4

NEED-PAYOFF

What would [SOLUTION] mean for your organization?
— ex: What would greater agility mean for your organization?

Question 5

NEED-PAYOFF

What would [SOLUTION] do for your company?
— ex: What would reduced technical complexity do for your company?

Question 6

NEED-PAYOFF

So what would happen if we could help you [SOLUTION]?
— ex: So what would happen if we could help you access all the enterprises content from a single system?

Question 7

NEED-PAYOFF

Suppose we could help you with this, what would that mean to you personally?

Question 8

NEED-PAYOFF

What are the key benefits you’d see by making these changes?