Look for examples of SPIN questions (Situation, Problem, Implication, Needs Payoff). List an example of where the salesperson asked a SPIN question. What type of question was it and was it effective?
- Look for examples of a feature statement and a benefit statement. Remember a feature is simply a description or statistic about the product or service – a benefit is how that feature translates into something of value for the customer. What was the feature and what was the benefit?
- Look for an example of a close for commitment. What action step did the salesperson ask for to move the sales process forward. The commitment does not necessarily have to be for an immediate purchase, but perhaps for a future meeting.
- In this video, the salesperson encounters an objection right off the bat that could potentially derail the entire presentation. How did they handle that objection? Was it effective?
Here is the link to the video: