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, put together questions to discover your customer's needs.Create one or two questions for each of the four parts of the SPCN so that you naturally progress to your Need Payoff Question:

1.Survey

2.Probing

3.Confirmation

4.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 Your 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