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SPIN Model of Selling
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If at anytime you don't understand something, ask the customer ___________. (To clarify, Open ended questions, Yes or no questions)
To clarify
Good customer discovery always focuses on asking close ended questions ? (True or false)
Flase
Common reasons customers object is because of lack of Knowledge, Specific warranted concern, Hidden agenda, Perception issue, Not be clear about their interests. (True or false)
True
______________ is a way to connect with your customer on a personal level ( Empathy, Conversation, Eye contact)
Empathy
Your competitor is charging MORE than you. When you want to sell, do you say your product is? (Less expensive or A better deal)
Less expensive,
As a salesperson, what you should sell first on a sales call? (1- The fine reputation of the company you work for or 2- The great service or product you are selling or 3- Your personality, your style, yourself)
The fine reputation of the company you work for
Sales are not something you can pick up right away.(True or False)
True
You need to create an interest in what is being offered and retain it long enough to finish the presentation.(True or False)
True
It takes time and practice to perfect the art of closing a deal !! (True or False)
True
Developing a solid technique is a big part of learning how to sell efficiently(True or False)
True
"Do you think solving this problem would help achieve your future goals?" this question refres to which stage of SPIN Model ?
Play - off
SPIN Stands for ____________________________
Situation, Problem, Implication, and Need-payoff.
SPIN Model was introduce by ___________
Neil Rackham
Active listening is must in Sales while using SPIN Model?
True
Sales and Marketing are the same(True or False)
False
The main task of the seller is to help his customer understand that the product or service being presented to him, will achieve the satisfaction of his needs or desires(True or False)
True


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