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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 sequencingFive Key Pieces of Information to Get:Solution/Benefit Area:_________________________________________________________________SituationProblem/OpportunityImplicationNeed Payoff Solution/Benefit Area:_________________________________________________________________SituationProblem/OpportunityImplicationNeed PayoffSolution/Benefit Area:_________________________________________________________________SituationProblem/OpportunityImplicationNeed PayoffSolution/Benefit Area:_________________________________________________________________SituationProblem/OpportunityImplicationNeed 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:_____________________________RecognizeRespondResumeObjection:_____________________________RecognizeRespondResumeObjection:_____________________________RecognizeRespondResumePossible Closes:PAGE 1Page  PAGE 2 of  NUMPAGES 3? 2010 ESSPS, University of Toledo Page  PAGE 1 of  NUMPAGES 3 !PR}~???????????. 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