HEED THE NEED: SPIN
Quiz 4
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Question 1 of 4
1. Question
Obtaining commitmentIn complex sales (such as ours), how many percent of customer contacts lead to an order?
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Question 2 of 4
2. Question
Obtaining commitmentEven if we don’t get an order, what should we always do?
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Question 3 of 4
3. Question
All SPIN-modules
What purpose goes with which type of questions?
Sort elements
- Get information that you can't find elsewhere
- Help the customer clarify their challenges
- Help the customer see the consequences of their problems
- Get the customers to tell you, in their own words, what they want
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Question 4 of 4
4. Question
All SPIN-modules
Match the sentences with the SPIN step – part 1.
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- What are your objectives of today's meeting?
- With your quick turn needs, how many new projects are planned this quarter ?
- With so many quick turn demands, how are you and the team coping with the workload?
- Sounds like you have some challenges, what effect is this having on project delivery timelines?
- What would help you get the production department off your back?
- With our local technical team, we can handle all EQs within 24 hours.
- So, have we agreed that I will arrange a meeting between my technicl team and yours next week?
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Opening -
Situation questions -
Problem questions
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Impact questions
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Needs questions
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Demonstrating capability -
Obtaining commitment
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