• Please complete the chapter 4 exercise on this word document, then upload it onto Blackboard

Too many sales people simply launch into their sales pitch, without any regard to understanding what the customer is truly looking for. By spending the time up front to better understand your customers current situation, potential problems (that your product or service may be able to solve), priorities, and sense of urgency, you will be in a much better position to help them by providing what they need, and help yourself by successfully closing the sale.

Please choose a product/service from the list below, and prepare questions to discover your customers needs.

1. Situation Questions: Finding out facts about the buyers existing situation.
2. Problem Questions: Asking about problems, difficulties, or dissatisfactions that the buyer may be experiencing
3. Implication Questions: Asking about the consequences or effects of a buyers problems, difficulties, or dissatisfactions
4. Need Payoff Questions: Asking about the value or usefulness of a proposed solution. They seek the buyers opinion as to what life would be like if the problem was solved.

Hint:

Structure your questions so one question could naturally lead to the next question in the SPIN sequence. Example: You ask a Situation question, and the customer responds in a way that sets you up nicely to ask a Problem question. Then you ask a Problem question, and the customers answer sets you up nicely to ask an Implication question, and so on.

Choose a Scenario Below and Prepare Your SPIN Questions:

• You are selling computers for Best Buy
• You are selling vacation packages for a travel agency
• You are selling fitness memberships at a gym
• You are selling man or woman business attire at an upscale clothing store
• You are selling a self-driving car for Tesla
• You are selling visits to a SPA
• You are seeking donations to a local animal shelter
• You are proposing a new coffee machine at work to your boss
• You want to open your new pizza place on Seneca Campus, and need the college to approve your application
• You are selling electric bicycles to local bicycle stores

The question asks for a SPIN question, not SPCN. Plz answer with SPIN.