SPICED Selling
What does the “S” in SPICED stand for?
Situation
Name the rep in SMB with the highest TCV last quarter.
Doug Holt
True/False — Every city in the U.S. allows digital LED signs.
FALSE!!!! or else we'd be RICH
Name 2 major competitors of Cirrus in the LED space.
WatchFire and Daktronics
What’s the most common sales objection across industries?
You're too expensive
If a customer says, “We lose 50 cars a day that don’t notice us,” which SPICED letter does that map to?
Pain
Which movie franchise is the highest-grossing of all time?
A city code says “max 32 sq ft.” What’s the biggest digital sign you can propose?
4x8
What’s one product differentiator Cirrus has over WatchFire?
WatchFire has fans, wires, and cables. More points of failure
Where is Dave from?
What’s the difference between “Pain” and “Impact”?
Pain is the challenges that the business face, and impact is how we can help solve those challenges
Finish this phrase: “A goal without a plan becomes a ____.”
A town allows EMCs but only if they are monochrome. What does that mean?
It means they can only have one color
What are most sign shop payment schedules?
50% on signature, 50% on installation
What is Alonso's favorite football team?
Cowboys
True/False: “Do you like your current sign?” counts as a pain question.
False - The question I gave is more of a preference/feeler question. It can help open the door to pain, but by itself it’s not designed to dig into a specific problem.
What’s the capital of New Hampshire?
Concord
If a deal gets kicked back in Pending Internal Review, who do you email to refund the customer?
John Kitta and Matt B
What other companies besides Cirrus have a camera that detects cars driving by?
NONE! HA
Who was the Head of Sales before Alonso?
Taylor
What’s one second-level pain question to dig deeper after a prospect says “business is slow”?
I hear that all the time from other businesses I talk to, what does "Slow" look like for you?
What animal can’t jump?
Elephant
If a city says “25% of sign can be EMC,” and the EMC is 2x8, what’s the max static portion?
48 sq ft
What resolution is the Las Vegas Sphere
9. something MM
What is Chris Scarpa favorite food?
Vodka Chicken Parm