SPIN Playbook Dart Challenge

0-20 Points

100

Your customer continually calls in for rate quotes and tracing. They have you pull up reports for them continually. Which SPIN Play would you use in this case?

SPIN Play "Web Tool Solutions"

200

You customer called and demanded they see you as soon as possible to discuss continued damages with Con-way. You've done some research and are now ready for the call. Which SPIN Play is best for this sales call?

SPIN Play "Handling A Current Issue"

300

During you call you Situation questions uncovered an issue with another carrier's slow payment when claims were involved. Which SPIN Play would you use to develop the Problem?

SPIN Play "Claims Settlement"

400

Which SPIN Play would you use to lead the customer to compare this year to last year as it relates to their customers?

SPIN Play "Improving Customer Experience"

500

Where in the SPIN Playbook would you go to review questions that could be used at the beginning or your sales call?

SPIN Playbook "Effective Opening Questions"

21-40 Points

100

You meet with a new traffic manager at one of you existing accounts. You had developed problems the account was experiencing through Implication Questions on your last call with the previous traffic manager and the Advance was to further discuss the issues. The new traffic manager tells you your price is too high. Which SPIN Play is best in this situation?

SPIN Play "Diffuse Price"

200

In today's environment many company's are focusing on "green initiatives." You've uncovered this is very important to your customer. Which SPIN play best fits this situation?

SPIN Play "Sustainability"

300

You lost business to a competitor due to service issues due to capacity issues at Con-way. Knowing we have now sized our business to our capabilities, which SPIN Play would you use to resecure the business lost?

SPIN Play "Securing Lost Business"

400

During your call you uncover the customer is dissatisfied with having to continuously review their bills because of rating errors with a competitor. Which SPIN Play would you use in this case?

SPIN Play "Invoice Inaccuracy"

500

Are you arrived for your sales call, you notices a container arriving at your customers dock. Asking your customer about this you found they receive product from Italy. Which SPIN Play would you use receiving this new information?

SPIN Play "TNT Europe"

41-60 Points

100

While asking Situation questions, you uncover that the customer is not meeting their customer expectations. The customer mentioned that occasionally their carrier arrived after they closed. Which SPIN Play best fits this situation?

SPIN Play "Late Pickup 3"

200

Which SPIN Play allows the customer to tell you why their customers buy their product - and allows them to also tell you why some of their customers are more difficult to service?

SPIN Play "Customer's Competitive Advantage 2"

300

You notice there are 2 carriers picking up while you're making a sales call on your customer. In previous research you determined Con-way's transit time is 1 to 2 days faster than both carriers being used. Which SPIN Play would you use to develop this call?

SPIN Play "Transit Time Imrprovement"

400

If your Situation question is "Is service important in your overall strategy, which SPIN Play are you running?

SPIN Play "Service"

500

The customer bid his business 2 months ago and Con-way was not selected. Based on your relationship the customer agreed to see you. Which SPIN Play is best to use to understand and build on the changes the customer made in his transportation program?

SPIN PLay "How is the Implementation Going"

61-80 Points

100

Which SPIN Play allows you to develop problems with other carriers?

SPIN Play "Problem Resolution"

200

You are working a new territory and notice several trailers dropped at a customer you haven't called on before. A closer look reveals the trailers dropped are primarily belong to truckload carriers. Which SPIN Play would you use to develop this account?

SPIN Play "True LTL 1"

300

The customer admits he is having problems with his current carriers, but insists the discount he receives offsets his trouble. Knowing this, which SPIN Play would you use?

SPIN Play "Price versus Cost"

400

You overhead your customer speaking with his boss on inventory issues because their product from China is delayed at the port. Which Spin Play best fits this situation?

SPIN Play "Ocean Guaranteed"

500

2nd quarter earnings are beginning to come out. Many carriers continue to report loses, and your customer uses some that are about to report another huge loss. Which SPIN Play would you run to heighten your customers awareness of the risk they may put their customers in should something happen?

SPIN Play "Carrier Stability 2"

81 + Points

100

Your DSR called you after making a delivery at an account you are not familiar with. The DSR told you that the customer would like to see you due to FedEx Freight missing several pick-ups. Which SPIN Play is best in this situation?

SPIN Play "Cold Call"

200

Your DOS just sent you the monthly Defector Report. One of your profitable $10,000 per month accounts shows high Confirm activity from the prior month. Which SPIN Play would you use in this case.

SPIN Play "Customer Defection 1"

300

In developing your account you find they are utilizing a 3rd party for freight payment. You are concerned they may be considering allowing their 3rd party to manage their transportation. Which SPIN Play best fits this situation?

SPIN Play "Customer Who Uses Brokers 1"

400

In you last call the customer told you they were experiencing some damages but they were'nt that severe. She had to be excused to agreed to meet you again in a week. Which SPIN Play would you run based on the information you gathered on your last call?

SPIN Play "Damages"

500

Calling on a new account, your Situation questions uncovered the customer ships to the Caribbean. Which SPIN Play would you run to develop additional information?

SPIN Play "Tropical Direct"