Reference no: EM133046392

Too many salespeople simply launch into their sales pitch, without any regard to understanding what the customer is truly looking for. By spending the time upfront to better understand your customer's current situation, potential problems ( that your product or service may be able to solve), priorities, and sense of urgency, you will be in a much better position to help them by providing what they need and help yourself by successfully closing the sale.

Please choose a product/service from the list below and prepare questions to discover your customer's needs. Prepare two questions for each of the four parts of SPCN (Survey, Probing, Confirmation, Need Satisfaction), so that you naturally progress to your Need Payoff Question:

-Survey

-Probing

-Confirmation

-Need SatisfactionHINT:

Structure your questions so that one question could naturally lead to the next question in the SPCN sequence. For example, you ask a Survey question, and the customer responds in a way that sets you up nicely to ask a Probing question. Then you ask a Probing question, and the customer's answer sets you nicely to ask a Confirmation question, and so on.
scenario:

-You are selling vacation packages for a travel agency.

-You are selling a fitness membership at a gym.

-You are seeking donations to a local Covid specialty hospital.