• Watch this video from the National Collegiate Sales Competition: National Collegiate Sales Competition https://www.youtube.com/watch?v=0SoCOXQN4RE This competition is held every year in Atlanta, Georgia to pick the best student personal selling presentation from more than 100 colleges and universities. It is a videotaped role-play competition with actors playing the part of the customer. The students are judged based on well they sold their product or service. Industry uses similar videotaped practice role plays when they train new salespeople.

• Look for examples of SPIN questions. (Situation, Problem, Implication, Needs Payoff). List an example of where the salesperson asked a SPIN question. What type of question was it, and was it effective?

• Look for examples of a feature statement and a benefit statement. Remember a feature is simply a description or statistic about the product or service - a benefit is how that feature translates into something of value for the customer. What was the feature and what was the benefit?

• Look for an example of a close for commitment. What action step did the salesperson ask for to move the sales process forward? The commitment does not necessarily have to be for immediate purchase, but perhaps for a future meeting.

• In this video, the salesperson encounters an objection right off the bat that could potentially derail the entire presentation. How did they handle that objection? Was it effective?