What is the only scientifically proven method to secure large account sales?
SPIN
100
Stage of the buying cycle that represents your clients fear of making a mistake that will be noticed by their superiors.
What is Resolution of Concerns
100
This is an example of what type of question:
Why do your customers buy from you versus your competition?
What is Situation question.
100
Identify the type of sale:
Right now I'm happy with my current providers but you can stay in touch
What is a continuation.
100
Define 5-2-5.
What is 5 planned calls, 2 unplanned calls, 5 sell phone calls.
200
Define the "I" in SPIN?
What is Implication
200
Stage of the buying cycle where the RFP is typically generated.
What is Recognition of Needs
200
This is an example of what type of question:
Is there ever a time you don't meet your customer's expectations?
What is Problem question.
200
Identify the type of sale you would code in CRM:
I can introduce you to Betty in purchasing to discuss I/B opportunities.
What is an Advance
200
Fill in the Blank:
The Account Executive’s commitment to the company for a specific dollar amount from the account is called _____________ .
What is Promise
300
The single most important idea to develop in the larger sale?
What is Perceived Value
300
Two parts of the buying cycle that are ideal for bringing your SCM on the call with you.
What is Evaluation of Options & Resolution of Concerns
300
This is an example of what type of question:
What happens when you are unable to meet the customers' expectation?
What is Implication question.
300
Identify the type of sale you would code in CRM:
Your customer gave you a demonstration of their product or service that you are able to develop an explicit need out of.
What is an Advance.
300
Name 2 buyer behaviors that will usually lead to greater sales success with that company.
What is value & service.
400
The most persuasive type of verbal Communication.
What is Questions
400
Parts of the buying cycle that the SPIN investigative stage of the sales call mates up with?
What is Changes over Time & Recognition of Needs
400
This is an example of what type of question:
If you had a service that was extremely fast and reliable would that benefit you?
What is Need-Payoff question.
400
The buyer agrees to meet again or continue a discussion on a future occasion, but no action is agreed upon that moves the sale forward.
What is a Continuation.
400
If the last 5 call notes were reviewed in CRM for an individual account, what should be obvious to the reviewer?
What is a continuing story.
500
Huthwaite's studies show that top performers ask 10 times as many of these type questions as do average performers.
What is Need-payoff Questions
500
Chapter number of the SPIN book that the buying cycle is covered in.
What is buying cycle is not covered in the SPIN book.
500
Typically what type of questions are used in Changes Over Time?
What is problem & implication questions.
500
The 4 SPIN call outcomes are........
What is Order, Advance, Continuation, & No Sale
500
The most important asset our company has for this year.