Too many sales people simply launch into their sales pitch, without any regard to understanding what the customer is truly looking for. By spending the time up front to better understand your customer's current situation, potential problems (that your product or service may be able to solve), priorities, and sense of urgency, you will be in a much better position to help them by providing what they need, and help yourself by successfully closing the sale.

Please choose a product/service from the list below, and prepare questions to discover your customer's needs. Prepare one or two questions for each of the four parts of the SPCN so that you naturally progress to your Need Payoff Question:

Survey

Probing

Confirmation

Need Satisfaction

Hint:

Structure your questions so one question could naturally lead to the next question in the SPCN sequence. Example: You ask a Survey question, and the customer responds in a way that sets you up nicely to ask a Probing question. Then you ask a Probing question, and the customer's answer sets you up nicely to ask a Confirmation question, and so on.

Choose a Scenario Below and Prepare Questions: NOTE: You can choose the same scenario that you chose for In class Activity Chapter 6 "Creating Product Solutions"

• You are selling alarm systems to new homeowners
• You are selling vacation packages for a travel agency
• You are selling fitness memberships at a gym
• You are selling man or woman business attire at an upscale clothing store
• You are selling a self-driving car for Tesla
• You are selling visits to a SPA
• You are seeking donations to a local animal shelter
• You are proposing a new coffee machine at work to your boss
• You want to open your new pizza place on Humber Campus, and need the college to approve your application
• You are selling electric bicycles to local bicycle stores
• You are selling beauty products to a hair salon