WHy
Why did we present to you today?
To understand the significance of Problems in the SPIN cycle
What is the correct ratio when talking?
1:1
Can you tell me more about why you came in today?
Situation
Who is the APM for CRM
Bryce
What do we do as sales people? (besides sell)
Solve peoples problems!
People think they only have one but, you learned that...
there can be multiple problems needed to be solved
How would you describe your current strategy?
Situation
What college did Mrs. Amy go to?
Texas A&M
Everyone has this what is it?
Problems
Ask less questions
How much could you save if you used our product?
What year did Yara graduate from the program
What is one thing customers always do AND why is this essential to understanding customers?
Lie!
We need to find the need behind the need.
What are some common problems in finding a mentor?
Free Response!
And what would happen if you couldn't meet your goals in the next year?
Implication
Where did professor Herman work before coming to teach
Halliburton
what is the most important reason a sales person to ask a problem questions
So they can do solution based selling
What are some common problems in selling golf
Free Response
What challenges do you forsee in the future?
PROBLEM
What else does mattress firm sell?
Hot Tubs