Instructions
Read the role of the sales rep for a car dealership along with the questions. Then, write two pages as the Salesperson at the car dealership. Add a title page, reference page and use in-text citations to support your statements.
In the Driver's Seat
Role: Salesperson at a car dealership
You want to be able to put this customer in the car he wants, but first, you need to identify some things. If he has a family and needs space, you have just the car for him. And you have a price reduction for this week only since it's the last week of the month (and you want to make your quota). But you're not sure what is more important to him—luxury appointments, passenger space, gas mileage, status, or price. You want to use SPIN selling to understand exactly what he needs.
How will you prepare for the presentation?
How will you start the presentation?
What questions will you ask in each of the areas of SPIN?
How will you learn about the prospect's objections (if there are any)?
How will you trial close?