MISC VS
The average buying process for a complex purchase now involves at least this many people
Immediately after the average person listens to someone talk, they remember this percent of the message
50%
These type of SPIN questions investigate difficulties the customer is experiencing
P Questions
During negotiation parties realize that these two types of interests exist
Conflicting and Common
Needs that recognized by both the customer and you
Explicit
The tool used to summarizes the dollarized values agreed upon with a customer
Waterfall
The type of question that encourages dialogue
Open
SPIN Selling was developed by this Sales / Marketing expert
Neil Rackham
The stance that a party takes in a negotiation
Position
These four words make up the SIIS model
Save, Improve, Increase, Solve
This tool can help you determine the length and amount of detail in your value proposition
E-DISC
According to Stephen Covey, most people do not listen with the to understand, they listen with the intent to do this
Reply
These types of SPIN questions provide facts about what is currently going on with the customer
Situation Questions
This process is used to generate options for a negotiation
Brainstorming
Lead time would be an example of this type of need
Process
This Stakeholder role in the buying process often determines the “rules of the game”
Influencer
“Is this somewhat or very important to you?" is this type of question
Scaling Question
These SPIN questions inquire about the value of a proposed solution
Need Payoff Questions
The most advantageous alternative course of action a party can take if negotiations fail
BATNA
A need that is visible to a customer, but not to you or your competitor
Implicit
The Communication Pyramid Principal recommends that you lead any communication with this
Key Message
The three dimensions of listening
Staying Focused, Capturing the Message, Helping the Speaker
The number of sales calls that were observed to develop the SPIN process
35,000
The negotiation approach in which you have a high focus on their interests and a low focus on our interests
Accomodation
Brand Name is an example of this type of need
Relationship Needs