Spin Model
Q1. Meet one of your customer’s .Use the SPIN model of Selling and share your experience. If you are in retail you can try SPIN with one of your high volume buyers.
a) You are required to write down the Situation questions, Problem questions, Implication questions and the Need-payoff questions you used.
business of Real – Estate Development based in Mumbai. I have asked these questions to one of my customer willing to buy a flat from me.
Initially, the sales people ask Situation Questions to establish background facts. * You want an apartment for investment purpose or for self-use? * How many rooms are you looking at? * What is your approximate budget? * What amenities are you looking for – Lift, kids play area, near by schools, railway station, market, hospitals * What are your payment terms?
Next, they quickly move to Problem Questions to explore problems, difficulties, and dissatisfactions. * Would shifting in this area mean changing your child’s school? * If I am right, as a physique conscious person, a gym membership or built in gym in society is an essential factor? * As a salaried employee, arranging for cash payment might be difficult?
Implication Questions * If I am not wrong changing the school in mid academic year will very difficult for admission and to cope up with studies? * Also, in a building gym, all the various kind of equipment are generally not found. Does this lead to a compromise in your exercises? * Would arranging for cash payment may lead to tax problems for you?
Need Pay-Off Questions * If you would get the possession around April, would this help in easy admission process for your child? * Would it be more useful to have a lifetime membership in people’s gym (a fully equipped gym), i.e. at walking distance from here? * Would it help if there will be no cash payment involved?
1. In successful sales the seller holds back till this point and asks Implication Questions to
a) You are required to write down the Situation questions, Problem questions, Implication questions and the Need-payoff questions you used.
business of Real – Estate Development based in Mumbai. I have asked these questions to one of my customer willing to buy a flat from me.
Initially, the sales people ask Situation Questions to establish background facts. * You want an apartment for investment purpose or for self-use? * How many rooms are you looking at? * What is your approximate budget? * What amenities are you looking for – Lift, kids play area, near by schools, railway station, market, hospitals * What are your payment terms?
Next, they quickly move to Problem Questions to explore problems, difficulties, and dissatisfactions. * Would shifting in this area mean changing your child’s school? * If I am right, as a physique conscious person, a gym membership or built in gym in society is an essential factor? * As a salaried employee, arranging for cash payment might be difficult?
Implication Questions * If I am not wrong changing the school in mid academic year will very difficult for admission and to cope up with studies? * Also, in a building gym, all the various kind of equipment are generally not found. Does this lead to a compromise in your exercises? * Would arranging for cash payment may lead to tax problems for you?
Need Pay-Off Questions * If you would get the possession around April, would this help in easy admission process for your child? * Would it be more useful to have a lifetime membership in people’s gym (a fully equipped gym), i.e. at walking distance from here? * Would it help if there will be no cash payment involved?
1. In successful sales the seller holds back till this point and asks Implication Questions to