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

We will be asking these types of questions during the investigation stage when we want the consumer to realize they have a need? This will allow us to provide a solution.

As a salesperson at Peter Boulware Toyota, your prospects love the Toyota Supra (they’ve been on a test drive), but don’t know which color they would like. What type of close would you initiate to move the process forward?

What is the difference between YOU and ME marketing as stated in our discussion in class?

If and when someone crosses their arms when speaking with you, what type of body language does this display?

What is the most common objection when dealing with consumers?

What is most important to understand when handling objections?

When you encounter a question (objection) and you follow up with a question, but verbally pause, what does this indicate?

What is the name of text book we are utilizing to facilitate the Go to Market Strategies class?

In the communication model, this accounts for anything that symbolizes disruption from sending or receiving the message.