HEED THE NEED: SPIN
Quiz 3
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Question 1 of 7
1. Question
Needs questionsOK, now we know their Situation, Problem and Impact. What do we do now?
CorrectIncorrect -
Question 2 of 7
2. Question
Needs questionsWhy do we ask the customer what they need? Arrange the words using drag-and-drop.
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- because them telling you
- is much more powerful
- than you telling them
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Question 3 of 7
3. Question
Demonstrating capabilityWhen we’ve asked our Needs questions, is it time to offer our solution?
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Question 4 of 7
4. Question
Demonstrating capabilityMatch the values using drag-and-drop.
Sort elements
- Facts
- Point out what the features do
- Why it can be important for THIS customer
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Features
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Advantages
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Benefits
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Question 5 of 7
5. Question
Demonstrating capabilityMatch the values using drag-and-drop.
Sort elements
- We are a local company
- We have our own, local technical experts who speak your language
- With our local technical team, we can handle all EQs within 24 h
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Features
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Advantages
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Benefits
CorrectIncorrect -
Question 6 of 7
6. Question
Demonstrating capabilityWhy can’t we just explain the benefits from the start? Arrange the words in the correct order.
Sort elements
- because the customers
- may not be
- fully aware of
- what they need
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Question 7 of 7
7. Question
Demonstrating capabilityHow do we know which benefits to talk about?
Select the TWO correct answers.
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