Create a dialogue between you and your customer: Use the SPIN/FAB/TC Choose any product Include an introductory paragraph describing, your product and its benefit, as well as what sort of person you are selling to Create a script that carries the sales conversation through the SPIN/FAB/TC steps Ensure you indicate with a highlight where you and your customer provides an answer to your SPIN/FAB/Trial Close questions Generally, the salesperson asks the questions in SPIN, and makes statements in FAB. For Example: Salesperson: Do you live around here? Customer: yes I live just down the street SITUATION ANSWER 1 Salesperson: Do you get cold when it is -40 degrees celius? Customer: Yes PROBLEM ANSWER 1 etc. Use the GREEN highlighting for the PROBLEM answer and the BENEFIT statement