/* Figures for "Maximise LSP sales with SPIN Selling". The figure shell comes from /essays/eth/figures.css. */
.sp-fig button:focus-visible{outline:2px solid var(--mark);outline-offset:2px;}
.sp-tog{display:flex;flex-wrap:wrap;gap:6px;margin:0 0 10px;}
.sp-tog button,.sp-act button{font-family:'Inter',sans-serif;font-size:13px;padding:6px 11px;border-radius:6px;border:1px solid var(--hair);background:none;color:var(--ink);cursor:pointer;}
.sp-tog button[aria-pressed="true"]{background:var(--ink);border-color:var(--ink);color:var(--paper);}
.sp-act{display:flex;flex-wrap:wrap;gap:8px;margin:10px 0 0;align-items:center;}
.sp-act button.solid{background:var(--ink);border-color:var(--ink);color:var(--paper);}
.sp-note{font-family:'Inter',sans-serif;font-size:12.5px;color:var(--quiet);}
.sp-lab{font-family:'Inter',sans-serif;font-size:11px;letter-spacing:.06em;text-transform:uppercase;color:var(--quiet);margin:8px 0 4px;}

/* flow */
.sp-flow{display:grid;grid-template-columns:repeat(4,minmax(0,1fr));gap:6px;font-family:'Inter',sans-serif;}
.sp-step{text-align:left;font:inherit;color:var(--ink);background:var(--paper);border:1.4px solid var(--ink);border-radius:8px;padding:10px;cursor:pointer;transition:background-color .3s,opacity .4s;}
.sp-step:hover{background:var(--eth-card);}
.sp-step .l{display:block;font-family:'Fraunces Variable',Georgia,serif;font-size:30px;line-height:1;}
.sp-step .n{display:block;font-size:12.5px;font-weight:600;margin-top:4px;}
.sp-step.on{background:var(--mark);color:#1a1a17;}
.sp-step.dim{opacity:.35;}
.sp-need{margin:12px 0 0;font-family:'Inter',sans-serif;}
.sp-need .row{display:grid;grid-template-columns:120px minmax(0,1fr);gap:10px;align-items:center;font-size:12.5px;margin-bottom:6px;}
.sp-need .track{height:16px;border:1.2px solid var(--ink);border-radius:4px;background:var(--paper);overflow:hidden;}
.sp-need .fill{height:100%;background:var(--mark);transition:width .7s cubic-bezier(.2,.8,.2,1);}
.sp-need .fill.b{background:var(--ink);}
.sp-panel{margin-top:10px;padding:14px 16px;border:1px solid var(--ink);border-radius:8px;background:var(--eth-card);font-family:'Inter',sans-serif;min-height:120px;}
.sp-panel .h{font-family:'Fraunces Variable',Georgia,serif;font-size:20px;font-weight:500;margin:0 0 4px;}
.sp-panel .d{font-size:13.5px;color:var(--quiet);margin:0 0 8px;}
.sp-panel p{font-size:13.5px;line-height:1.5;margin:0 0 6px;}
.sp-panel q{font-family:'Fraunces Variable',Georgia,serif;font-size:17px;quotes:'\201C' '\201D';}

/* quiz */
.sp-q{font-family:'Inter',sans-serif;}
.sp-q .card{padding:16px 18px;border:1px solid var(--ink);border-radius:8px;background:var(--eth-card);min-height:84px;}
.sp-q .card .k{font-size:11.5px;letter-spacing:.06em;text-transform:uppercase;color:var(--quiet);margin:0 0 6px;}
.sp-q .card .t{font-family:'Fraunces Variable',Georgia,serif;font-size:19px;line-height:1.4;margin:0;}
.sp-q .opts{display:grid;grid-template-columns:repeat(4,minmax(0,1fr));gap:6px;margin-top:10px;}
.sp-q .opts button{font-family:'Inter',sans-serif;font-size:13px;padding:9px 6px;border-radius:6px;border:1px solid var(--ink);background:var(--paper);color:var(--ink);cursor:pointer;}
.sp-q .opts button b{display:block;font-family:'Fraunces Variable',Georgia,serif;font-size:22px;font-weight:500;line-height:1.1;}
.sp-q .opts button.right{background:var(--mark);color:#1a1a17;}
.sp-q .opts button.wrong{opacity:.45;text-decoration:line-through;}
.sp-q .opts button:disabled{cursor:default;}
.sp-q .fb{font-size:13.5px;line-height:1.5;min-height:42px;margin:10px 0 0;}
.sp-q .foot{display:flex;justify-content:space-between;align-items:center;gap:10px;margin-top:6px;}
.sp-q .dots{display:flex;gap:5px;}
.sp-q .dots i{width:9px;height:9px;border-radius:50%;border:1px solid var(--ink);display:block;}
.sp-q .dots i.ok{background:var(--mark);}
.sp-q .dots i.no{background:var(--quiet);border-color:var(--quiet);}

/* builder */
.sp-qs{display:grid;grid-template-columns:repeat(2,minmax(0,1fr));gap:8px;font-family:'Inter',sans-serif;}
.sp-qs .box{border:1.4px solid var(--ink);border-radius:6px;padding:9px 11px;background:var(--paper);}
.sp-qs .box .h{display:flex;gap:8px;align-items:baseline;font-size:12px;font-weight:700;margin:0 0 4px;}
.sp-qs .box .h b{font-family:'Fraunces Variable',Georgia,serif;font-size:22px;font-weight:500;}
.sp-qs ul{margin:0;padding-left:18px;font-size:12.5px;line-height:1.45;}
.sp-qs .box.i{background:var(--eth-card);}

@media (max-width:560px){
  .sp-flow{grid-template-columns:repeat(2,minmax(0,1fr));}
  .sp-qs{grid-template-columns:minmax(0,1fr);}
  .sp-q .opts{grid-template-columns:repeat(2,minmax(0,1fr));}
  .sp-need .row{grid-template-columns:minmax(0,1fr);gap:3px;}
}
@media (prefers-reduced-motion:reduce){.sp-step,.sp-need .fill{transition:none;}}