Directions: Students are to complete and submit the enclosed form. You are to write SPIN questions that you will use during your Sales Pitch. Remember, your SPIN questions are to be written based on the features and benefits of your product that you have determined. For example, if your company is noted for its excellent customer service, the Problem, Implication and Needs Pay-off questions will be focused on the customer's past experience with other providers' customer service. Maximum of four pages in length Brief Overview of the Business/Product You are Selling You know your features and benefits so now you have to guide the conversation to find out which features/benefits your customer is MOST interested in. Type potential questions using the SPIN system. Situation Questions - Situation questions deal with the straightforward facts about the buyer's existing situation and provide a starting place for understanding your buyer's needs. 1. 2. 3. Problem Questions - Asking problem questions helps customers understand their needs, and ultimately it paves the way for you to propose a solution that seems beneficial to your customer. TIP: you know what issues your product can solve so stort with seeing which of those issues your customer might be interested 1. 2. Implication Questions - Implication questions uncover the effects or consequences of a prospect's problems. These questions are especially effective when your prospect is a decision maker whose success depends on understanding the underlying causes of a problem and its potential long-term consequences. TIP: These questions can start with what happened when you were faced with insert the problem you uncovered) 1. 2. 3. Need-Payoff Questions - If you ask your prospect the right need-payoff questions, he will tell you how your solutions can help him; you won't even need to spend much time talking about your product's benefits because your prospect will have already convinced himself that your solution will be valuable to him. TIP: these questions may start with the phrase "what if I told you that you would not have to deal with (insert the problem or circumstance your uncovered here) 1. 2. 3. Students are to complete and submit the enclosed form. You are to write SPIN questions that you will use during your Sales Pitch. Remember, your SPIN questions are to be written based on the features and benefits of your product that you have determined. For example, if your company is noted for its excellent customer service, the Problem, Implication and Needs Pay-Off questions will be focused on the customer's past experience with other providers' customer service. Maximum of four pages in length Brief Overview of the Business/Product You are Selling You know your features and benefits so now you have to guide the conversation to find out which features/benefits your customer is MOST interested in. Type potential questions using the SPIN system. Situation Questions - Situation questions deal with the straightforward facts about the buyer's existing situation and provide a starting place for understanding your buyer's needs. 1. 2. 3. Problem Questions - Asking problem questions helps customers understand their needs and ultimately it paves the way for you to propose a solution that seems beneficial to your customer. TIP: you know what issues your product can solve so start with seeing which of those issues your customer might be interested. 1. 2. 3. Implication Questions - Implication questions uncover the effects or consequences of a prospect's problems. These questions are especially effective when your prospect is a decision maker whose success depends on understanding the underlying causes of a problem and its potential long-term consequences. TIP: These questions can start with what happened when you were faced with finsert the problem you uncovered) 1. 2. 3. Need-Payoff Questions - If you ask your prospect the right need-payoff questions, he will tell you how your solutions can help him; you won't even need to spend much time talking about your product's benefits because your prospect will have already convinced himself that your solution will be valuable to him. TIP: these questions may start with the phrase "what if I told you that you would not have to deal with (insert the problem or circumstance your uncovered here) 1. 2. 3. Directions: Students are to complete and submit the enclosed form. You are to write SPIN questions that you will use during your Sales Pitch. Remember, your SPIN questions are to be written based on the features and benefits of your product that you have determined. For example, if your company is noted for its excellent customer service, the Problem, Implication and Needs Pay-off questions will be focused on the customer's past experience with other providers' customer service. Maximum of four pages in length Brief Overview of the Business/Product You are Selling You know your features and benefits so now you have to guide the conversation to find out which features/benefits your customer is MOST interested in. Type potential questions using the SPIN system. Situation Questions - Situation questions deal with the straightforward facts about the buyer's existing situation and provide a starting place for understanding your buyer's needs. 1. 2. 3. Problem Questions - Asking problem questions helps customers understand their needs, and ultimately it paves the way for you to propose a solution that seems beneficial to your customer. TIP: you know what issues your product can solve so stort with seeing which of those issues your customer might be interested 1. 2. Implication Questions - Implication questions uncover the effects or consequences of a prospect's problems. These questions are especially effective when your prospect is a decision maker whose success depends on understanding the underlying causes of a problem and its potential long-term consequences. TIP: These questions can start with what happened when you were faced with insert the problem you uncovered) 1. 2. 3. Need-Payoff Questions - If you ask your prospect the right need-payoff questions, he will tell you how your solutions can help him; you won't even need to spend much time talking about your product's benefits because your prospect will have already convinced himself that your solution will be valuable to him. TIP: these questions may start with the phrase "what if I told you that you would not have to deal with (insert the problem or circumstance your uncovered here) 1. 2. 3. Students are to complete and submit the enclosed form. You are to write SPIN questions that you will use during your Sales Pitch. Remember, your SPIN questions are to be written based on the features and benefits of your product that you have determined. For example, if your company is noted for its excellent customer service, the Problem, Implication and Needs Pay-Off questions will be focused on the customer's past experience with other providers' customer service. Maximum of four pages in length Brief Overview of the Business/Product You are Selling You know your features and benefits so now you have to guide the conversation to find out which features/benefits your customer is MOST interested in. Type potential questions using the SPIN system. Situation Questions - Situation questions deal with the straightforward facts about the buyer's existing situation and provide a starting place for understanding your buyer's needs. 1. 2. 3. Problem Questions - Asking problem questions helps customers understand their needs and ultimately it paves the way for you to propose a solution that seems beneficial to your customer. TIP: you know what issues your product can solve so start with seeing which of those issues your customer might be interested. 1. 2. 3. Implication Questions - Implication questions uncover the effects or consequences of a prospect's problems. These questions are especially effective when your prospect is a decision maker whose success depends on understanding the underlying causes of a problem and its potential long-term consequences. TIP: These questions can start with what happened when you were faced with finsert the problem you uncovered) 1. 2. 3. Need-Payoff Questions - If you ask your prospect the right need-payoff questions, he will tell you how your solutions can help him; you won't even need to spend much time talking about your product's benefits because your prospect will have already convinced himself that your solution will be valuable to him. TIP: these questions may start with the phrase "what if I told you that you would not have to deal with (insert the problem or circumstance your uncovered here) 1. 2. 3
