Problem Questions identify pain (e.g., “How satisfied are you with your current uptime?”).
| Product Feature | Explicit Problem | Problem Question (Ask this) | | :--- | :--- | :--- | | 24/7 Support | Long downtime after 5 PM | “What happens to your revenue when a server fails at 3 AM?” | | Automated Reporting | Manual data errors | “How much time does your team waste reconciling spreadsheets?” | the spin selling fieldbook pdf
The Fieldbook teaches the "Flip" technique. Take a Problem Question and reverse it: Problem Questions identify pain (e
A: The Fieldbook focuses on face-to-face discovery. For cold calling, focus heavily on Problem Questions (P) immediately after the opener, skipping long Situation Questions. Problem Questions identify pain (e.g.