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During the SPIN selling cycle these ty[pes of questions allow us to uncover effects or consequences of a prospects problems.

True or False Multitasking (texting while listening to someone, earphones in ear while working) is a type of nonverbal communication.

If you are in a business partnership and you want to have a plan for selling ownership in the business or investment, you should develop a

In business partnerships, what is one thing you don’t look for?

What tool does a business utilize to organize all of a customer’s interactions with a company in one place?

What is the Feature, What are the Advantage(s), and What are the benefit(s) in this statement. For only $8.99 a month you can watch as many movies as you want and never be charged a late fee .  You can order online and have a DVD delivered in about a day (advantage) and exchange it as many times as you want without a late fee , or you can watch streaming video of your favorite movies online anytime .  Not that’s total personalized entertainment (benefit).

This is the process by which you get to know a customer personally, understand her needs, and put her needs first in a relationship.

As we ask our prospects questions to get facts about the current situation, we try to help discover a problem they didn’t know they had. We want to take them from where they currently are to where they want to go.  This is an example of:

We want our prospects to tell us what, why, and how problems personally affect them and to do something about it. In sales this is called

You do volunteer work for an organization such as Autism Speaks, you get involved by raising awareness to increase funds for research. #1 Those that have autism and their families benefit from your involvement.  #2 You benefit because of the satisfaction of helping people.  This is an example of what type of relationship?