SPIN Selling primarily utilizes which of the following methods?

SPIN Selling uses a structured approach centered around four categories of questions: Situation, Problem, Implication, and Need-Payoff. This framework is designed to guide salespeople through the process of understanding a customer's needs effectively. By utilizing this four-question approach, sales professionals can build rapport, uncover customer pain points, explore the implications of those pain points, and ultimately demonstrate how their solution can meet the customer's needs.

This method emphasizes the importance of thoughtful questioning and active listening to lead to meaningful dialogue, making it more than just asking basic questions or relying on a singular query. It encourages a conversation that is tailored to the specific customer, allowing for a more personalized and effective sales strategy.