Brenda works for a company called NCC copiers. This company sells photocopying equipment to universities, law firms, and other corporations. NCC copiers provide a wide range of functions to these larger companies such as: printing on both sides, automatic stapling, printing multiple pages in order or by page for a larger group, scanning, digital capabilities to reduce cost, log ins to understand who is using the printer, and many other advanced features. The copiers also come with a service package that they get serviced yearly for the first three years for no cost, and a three year warranty. NCC has been in business for 8 years versus the competitor that has been around for 55 years; however, NCC has superior products and services, but is priced roughly 15% higher than its competitor. Brenda recently returned from a two-week training session that focused on how to handle sales resistance and how to earn commitment. Brenda has become quite familiar with the SPIN questioning system. She is about to meet her buyer Sharon -- who has a dominant amiable with a secondary expressive personality style-- and Brenda is going to use the SPIN methodology along with knowledge of Sharon's personality to fully understand Sharon's needs with the goal of selling a photocopier. The challenge stems from what to do with the myriad of information about photocopiers. Brenda knows that she has great products and service, but keeps getting the following objections from Sharon whenever something is presented: "I'm not sure I am ready to buy at this time. I'll need to think it over." "Your company is pretty new. How do I know you'll be around to take care of me in the future." "Your price is a little higher than I thought it would be." "Your company was recently in the news. Are you having problems." "I think your company is too small to meet our needs." Further, every time Brenda attempts to earn a commitment she gets one of the objections thrown at her. She is now getting a little reluctant about asking her prospects for the order, and she is unsure how to proceed. Brenda works for a company called NCC copiers. This company sells photocopying equipment to universities, law firms, and other corporations. NCC copiers provide a wide range of functions to these larger companies such as: printing on both sides, automatic stapling, printing multiple pages in order or by page for a larger group, scanning, digital capabilities to reduce cost, log ins to understand who is using the printer, and many other advanced features. The copiers also come with a service package that they get serviced yearly for the first three years for no cost, and a three year warranty. NCC has been in business for 8 years versus the competitor that has been around for 55 years; however, NCC has superior products and services, but is priced roughly 15% higher than its competitor. Brenda recently returned from a two-week training session that focused on how to handle sales resistance and how to earn commitment. Brenda has become quite familiar with the SPIN questioning system. She is about to meet her buyer Sharon -- who has a dominant amiable with a secondary expressive personality style-- and Brenda is going to use the SPIN methodology along with knowledge of Sharon's personality to fully understand Sharon's needs with the goal of selling a photocopier. The challenge stems from what to do with the myriad of information about photocopiers. Brenda knows that she has great products and service, but keeps getting the following objections from Sharon whenever something is presented: "I'm not sure I am ready to buy at this time. I'll need to think it over." "Your company is pretty new. How do I know you'll be around to take care of me in the future." "Your price is a little higher than I thought it would be." "Your company was recently in the news. Are you having problems." "I think your company is too small to meet our needs." Further, every time Brenda attempts to earn a commitment she gets one of the objections thrown at her. She is now getting a little reluctant about asking her prospects for the order, and she is unsure how to proceed