HI PLEASE HELP ME FILL THIS TABLE I DONT KNOW HOW TO MAKE THE QUESTIONS FLOW SMOOTHLY

SPIN Worksheet Complete before Role-play Class 1 When you are trying to come up with SPIN questions you should keep the main benefits of your product in mind. Ask yourself which features your prospect would likely consider to be the most valuable, then try to structure your questions to uncover problemseeds that those specific features can solve. Come up with a number of effective questions for each element of SPIN. Question Questions Type Situation Data gathering questions (Get to know the prospects business & discuss areas that may have problems) Problem Get prospect to admit they have a problem (It is essential that they state it f you!) Implication Get the prospect to state the consequences of not solving this problem Need-Payoff Get the prospect to state the benefits of solving this problem LIFT-ALL FORKLIFTS Salesperson's Background Information This is your first call on Len/Linda Thomas, manager of a distribution warehouse. Although you know very little about the actual operation, you have observed that truck traffic in and out of this modern site is very heavy, the site is serviced by rail link, and you have seen fuel-powered forklifts being used on the loading dock. You have not talked to Len/Linda directly but have made this appointment through the secretary. LIFTALL PRODUCT INFORMATION The Lift-All line consists of three battery-powered forklift trucks; the LA4, the LA8, and the LA12. These forklifts meet customers' needs to transport, lift, and stack materials of varying weights at minimum operating and maintenance costs. Being batter-powered, the forklifts do not emit fumes and are much less mechanically complex than fuel-powered units. Two sets of interchangeable, rechargeable batteries are supplied with each forklift. To ensure safe operation, these machines are constructed on a counter-balance principle; the weight of the load is balanced by the weight of the truck plus counterweights. Also, Lift-All forklifts can be used in low headroom areas due to the "free-lift" feature which allows the forks to be raised up to 6 feet without extending the telescopic mast. The maximum height of the forks with the mast fully extended is 14 feet. The product line is backed by a ninety-day guarantee on parts and labour. The company also provides, free of charge, operating and service manuals as well as operator training on the customer's premises. The LA4, with a capacity of 4,000 lbs., costs $5,000. The LA8, with a capacity of 8,000 lbs., costs $10,000. The LA12, with a capacity of 12,000 lbs., costs $20,000. Lift-All has a firm price policy to which it rigidly adheres. The prices are about 20% higher than fuel-powered forklifts of similar capacities. Although Lift-All does not accept trade-ins of other manufacturers' units, they do have contacts which will assist in disposal of used forklifts. Lift-All is the premier manufacturer of battery-powered forklifts and has been operating for 20 years. Their units are used in a wide cross-section of industries including manufacturing, warehousing, and freight handling operations and they have developed a good reputation for dependability and safe operation