SPIN Exercise Identifying SPIN Questions

Directions

Read each question and determine if it is a Situation, Problem, Implication, or Need Payoff Question. Identify your choice by placing the letter corresponding to the type of SPIN question on the line next to each question.

S = Situation Question P = Problem Question I = Implication Question N = Need Payoff Question

Example: __S___ How experienced is your sales team?

_____ Whats been keeping you from gaining market share?

_____ If you dont get access to the research you need to better position SmartDoc, how will your strategic goals be affected?

_____ You said you wanted to increase revenue by $18 million in the next 12 months. How much of that revenue growth is in jeopardy if you cant get the information you need to gain penetration in the clinic/medical office market?

_____ How much of your primary target market is aware of SmartDoc?

_____ What is the primary target market for SmarDoc?

_____ How much will your revenue grow if you get the information you need to better position SmartDocs?

_____ Whats been keeping you from defining your key customer profiles?

_____ How will revenue be affected if you are unable to better position SmarDoc?

_____ What challenges have you had gaining traction in the clinics/medical offices market?

_____ In what markets are you trying to gain market share?

_____ How will hitting your market share growth targets impact you professionally?

_____ What challenges have you had positioning SmartDoc?

_____ How will not getting the market research you need to expand into new markets affect your business?

_____ How big is your sales team?

_____ How will your business be affected if you are unable to get the insight you need to define your ideal customer profiles within the next 30 days?

_____ How will your market share growth objectives be affected if you are unable to better equip your sales team?

_____ How would access to industry experts help you gain market share?

_____ What challenges are you facing equipping your sales team with the resources they need to grow the business?

_____ What will it mean to you if you are get the insight you need to successfully penetrate the clincs/medical offices market?

_____ Are you interested in hearing more about how Gartner can help you increase brand recognition.

_____ What are your top two strategic objectives for 2022-23?

_____ What challenges are you facing identifying and acquiring new customers?

_____ Would you like to learn more about how Gartner can help you better equip your sales team?

_____ Just to clarify, youre saying you dont have the market research you need develop a marketing plan for gaining market share in the clinics/medical offices market?

_____ Is that something you would like to accomplish?