In part $2,$ we discuss gaining commitment from a buyer and how, in complex sales, your goal is often to advance the sale in the event that closing the sale $($win$)$ is not realistic for the specific stage.

Before attempting this discussion, be sure to read this one page excerpt from Neil Rackham's, "SPIN Selling Fieldbook". SPIN Field Book$-$ Advance Sale PDF$.$pdf

Discussion:

$(2$ points$)$ In this discussion, in preparation for your video role play assignment, write down $3$ actions you might ask your prospect in the NCSC case $1$ profile to take in order to advance the sale during your meeting as a Gartner sales professional. Be careful to not include any actions that may be considered a continuation of the sale.