You work with organizations to provide hospitality solutions which help business build stronger relationships with their employees and customers.  You will represent the TAMPA BAY BUCCANEERS. Your product/service will be HALL OF FAME CLUB membership.

A good salesperson identifies call objectives and prepares the conversation to uncover information needed to move the call forward. Complete the needs identification form below. What are the anticipated needs? What questions will you need to ask to uncover those needs? Follow the SPIN selling process to guide your presentation.

Possible Problems You Would Anticipate	Implications (consequences) of the Problems	SPIN Questions You Would Ask To Uncover Needs
P1:		S-  P-  I-  N-
P2:		S-  P-  I-  N-
P3:	·	S-  P-  I-  N-
P4:	·	S-  P-  I-  N-
P5:	·	S-  P-  I-  N-
P6:	·	S-  P-  I-  N-