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Construct effective questioning strategies

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Reference no: EM133293854

• Construct effective questioning strategies for B2B selling using SPIN Selling.

• Develop compelling value propositions and features, advantages, and benefits (FAB) statements.

Case #1 - Island View Tech Solutions (seller) and Quarter & Associates.

When the cases are selected, students will select the role of seller or buyer. In the role of the seller, you will introduce themselves and the company and begin a needs discovery meeting by asking questions to uncover the buyer's problem. you should be prepared to ask the following:

• Situation Questions - About 4-7 questions to understand the buyer's current business situation.

• Problem Questions - About 2-4 questions. As a seller, please make sure you understand the buyer's problem.

• Implication Questions - About 2-3 questions. You are finding out how BIG this problem is to the buyer at this stage.

• Need-Payoff Questions - Should be 1-2 question

what questions would you place to the main head of view tech solutions? ( in case of buyer)

and

what questions you will ask to the buyer that will offer you service ( seller's point of view)

Reference no: EM133293854

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