SPIN
Situation
What is the S in SPIN?
Probe, acknowledge, handle, and check
What is a method to deal with negative reactions?
What is Negotiation?
This part of the customer organization will only be focused on getting the best deal for their company
What is procurement?
This is the action you would take if you have scope creek in your project.
What is negotiate?
This type of question invites a client to talk about their needs
What is a Problem question?
This statement indicates what kind of feeling from our clients "We are really busy, later"
What is indifference?
What type of negotiation style can be described as creatively problem solving so both parties win
What is collaborate?
The person in a customer organization can be described as someone who uses our products or software.
What is a user?
If you already have a good agreement this is the action you should take when in the negotiation process.
What is don't negotiate?
What type of question benefits you more than the customer
What is a Situation question?
This word describes the method for trying to understand a negative response.
What is probe?
This kind of trade maintains or improves our contribution margin?
What is Inexpensive Valuable Trade
This type of person can be described as the first person who want to adopt technology.
What is a innovator?
This the action you should take when there is conflict in the project.
What is negotiate?