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ID: 421181 • Letter: E
Question
E LNorm?1No Spac.- 1 Heading 1 Heading 2 Title Sttitle Suttle Ern." Emp hasis intense E. Styles SPIN selling nmisi SPIN Selling Situation Your firm offers state-mandated alcohol handler's training for restaurant employees, and you are making a sales call on a manager who has just opened three large restaurants and will be hiring a staff of over seventy-five servers and bartenders. Your training is more comprehensive than that of your competitors because it includes over five hours of training per employee. Many restaurant companies opt to leave the training up to the individual restaurants, which leads to inconsistency and lack of implementation. Companies may not realize how risky this is; the fine for improper implementation is $10,000 per restaurant. Prepare a series of SPIN questions (situation, problem, implication, and need-payoff). Situation Questions-Situation questions deal with the straightforward facts about the buyer's existing situation and provide a starting place for understanding your buyer's needs IF Implication Questions - Asking problem questions helps customers understand their needs, and ultimately it paves the way for you to propose a solution that seems beneficial to your customer Problem Questions Implication questions uncover the effects or consequences of a prospect's problems. These questions are especially effective when your prospect is a decision maker whose success depends on understanding the underlying causes of a problem and its potential long-term consequences Need-Payoff Questions -If you ask your prospect the right need-payoff questions, he will tell you how your solutions can help him; you won't even need to spend much time talking about your product's benefits because your prospect will have already convinced himself that your solution will be valuable to him.Explanation / Answer
The SPIN questions to ask the manager are:
1. Situation questions:
-What types of alcoholic drinks will your restaurants be serving?
-How frequent will the alcoholic orders be placed?
-What is the seating capacity in each of your restaurants?
2. Problem questions:
-How much time to deliver the order to you expect from your restaurant?
-What kind and size of vessel will you be using to serve drinks?
-Who deals with the customer in case of broken vessel?
-How many customers will a single waiter handle at a time?
3. Implications questions:
-Whom do you want to handle in case of disputes or fight between customers?
- In case of non availability of waiter, how much time do you expect for the next availability?
-What type of customer handling ethics do you want from your employees?
-How do you want to handle the customer in case of shortage of a drink?
4. Need-Payoff questions:
-How many customers will an employee be handling in a day?
-Do you wish to install brewery machine to save drink making time?
-How many additional customers do you expect to increase after a month of opening of the restaurant?
-Any special traits you want in your service to enhance your restaurant's image?
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