Worksheet $|$ Develop your script for M$257$ SPIN ROLE PLAY

Complete each section and it will help you build out your script for the role$-$play

SECTION I $-$ Professional Introduction

How could you professionally introduce yourself to Jan? Write up an introduction of yourself below $-$ remember you are a Business Development Manager $($BDM$)$ for King$$s Hawaiian.

Good Afternoon my name is Meghan Bartness and I am a Business development manager for king$$s Hawaiian

Now write in Jan$$s response to your introduction

SECTION I $-$ Build Rapport

Let$$s build rapport with Jan! What are three $$small talk$$ questions you could ask Jan about what she$$s interested in$?($look at the case to learn more about her and her interests$)$

$1)$

$2)$

$3)$

Now, go back and write in how Jan would answer the questions above. So it would look something like this:

$$ You $$the weather this fall has been gorgeous. Have you had a chance to do any golfing?

$$ Jan: $$It has been really nice out $$ so glad we$$re done with the heat! And yes, my family played at Bayside Golf Club in Ogallala last weekend and had a terrific time.$$

SECTION I $-$ Transition to the business part of the meeting

This is where you turn the meeting from small talk$/$rapport building to business $$ what could you say to Jan to signal that you$$re going to transition? $($write that in below$)$

Now write in Jan$$s response to your statement:

SECTION $2-$ Decision Making Process

This is where you confirm if anyone else should be in the meeting $$ so just ask Jan if anyone else from the company should be joining the meeting $($Jan will say no because she is the Primary decision maker$)-$ write up this question below:

SECTION $3-$SPIN Questions

This is the bulk of your meeting will be you asking Jan your SPIN questions $$ see if you can come up with $3$ of each question type below. Once you are happy with your questions $$ then go back and answer them as Jan would answer them in the meeting.

What are $3$ Situation questions you could ask Jan?

Situation questions: General questions about the business to get the conversation started

$1.$

$2.$

$3.$

What are $3$ Problem questions you could ask Jan?

Problem questions: Questions about specific difficulties, problems, or pressures that Jan is facing

$1.$

$2.$

$3.$

What are $2$ Implication questions you could ask Jan? $($these are hard! If you can come up with $2,$ you are in great shape!$)$

Implication questions: These are questions that imply $$what happens if you don$$t fix the problem we just talked about$$

$1.$

$2.$

What are $2$ Need payoff questions you could ask Jan?

Need Payoff questions: these are questions that ask Jan whether she would be interested in learning more about a solution for the Problems discussed above

$1.$

$2.$

SECTION IV $-$ this is where you $$close$$ the meeting by getting your next meeting scheduled

This is where you tell Jan that you have some ideas for the problems she has mentioned $$ and you ask if she would be willing to meet again so you could share with her some ideas.

A$.$ Below, write out how you could ask Jan for the next meeting:

Now write in Jan$$s response above.

B$.$ Now write out which date$/$time you and Jan decide on for the meeting $$ you can propose a date$/$time and Jan can agree that works.

Now write in Jan$$s response above.

Lastly close the meeting by thanking Jan

Okay great! Now you have your rough draft script for the role play!