Participating Students INSTRUCTIONS: One of the key elements in selling is asking key questions and having a clear sales methodology that helps you gather information and help the customer realize he has a problem and that you can present them with a solution to those problems. This assignment is to help you structure questions for a Sales Situation. In this case, using the Scenario already given for Creative Events. Using as a reference the book material on SPIN Questioning System and the class material posted in Canvas under modules for Chapter 5, give specific examples of the type of questions you would use with the customer in the form below. How would you open the meeting? How would you close it? This assignment is worth $20. Topic type Print Student Name: Opening Situation Problem guideline How would you open the conversation? Write at least 2 situation questions Write at least 3 Problem questions Write your questions / comments in this column Topic type Implication Needs-Pay-Off Closing guideline Write at least 3 Implication questions Write at least 3 Needs-Pay-Off questions How would you close the meeting? Write your questions / comments in this column Profile for Seller Background You were hired 4 months ago as a salesperson for HubSpot and you are starting to establish a solid clientele base. You are developing a system for generating referrals, and capture leads. Unfortunately, you have had trouble setting up appointments for the past couple of weeks and you are starting to get discouraged. It seems that your luck is beginning to turn around. This morning, you received an email from your old college friend, Charlie, letting you know that he met the VP of Sales for Creative Events, Jessy Garcia, at a seminar. The VP is very interested in meeting with you to hear more about how HubSpot can help Creative Events. Charlie also mentioned that Jessy said that the company's sales are flat and that she needs to revamp and modernize her marketing efforts. From: Charlie To: me Hey there! How are you, it has been a while since we last talked, but I haven't forgotten what you do for a living and might have found somebody who is interested in meeting with you! I was attending a seminar in San Jose, CA, and came across a very interesting woman who is the VP of Marketing and Sales of a company called Creative Events. Her name is Jessica Garcia. We got talking about business and she mentioned she was interested in doing some research on finding out more about a customer relationship management software and I immediately thought of you! From our conversation, I can tell you that Creative Events is well known for creating special marketing events for clients all across the country. You can think of Creative Events as a top- notch business party planner. What Jessica is looking for is a CRM software that can integrate sales and marketing efficiently. There seems to be many issues when it comes to generating demand plus it is hard to keep track of salespeople forecasts and performance. I told Jessica that I know someone who might able to help her, so hurry up and contact her. Take care and talk to you soon Go Panthers! NOTE: Use the name Jessy (for male or female Buyer) The Sales Call After connecting on LinkedIn with Jessy, you were able to have a 2-minute conversation over the phone and schedule a 15-minute meeting to learn more about how HubSpot can satisfy Creative Events' needs. You checked out the company's website to get an idea of what this company does. The goal of your meeting is to clearly identify three challenges/problems that can be addressed with HubSpot. You will ask for a second meeting.