Management Models: SPIN Selling

Management Models: SPIN Selling

Lorevic Pelenio

Benefits Technician: The advantage of Avast genuine anti-virus is that it is updated weekly; and its warranty span or its activation span in three years. Customer: I am buying that one.  Technician: Thank you; please feel free to reach our shop if you have any problems.

Explicit Needs Technician: We sell genuine and new antivirus that would suit to the budget of Filipinos; we have Avast anti-virus which has a price of 500 Pesos only. Customer: What are the advantages of such anti-virus?

Need-Payoff Questions Technician: Indeed what you really need is an anti-virus computer program that is genuine and licensed to clean and protect your computer. Customer: I guess so.

Implication Questions Technician: Did your system unit have an anti-virus program? Customer: Yes; but it is only a free version of an anti-virus.

Problem Questions Technician: Aside from the files which had been lost sir; what are your other problems in your system unit. Customer: Aside that my files were deleted; I experienced multiple “folders” in my system unit and when I will input my flash-drive memory (USB) the files of it will be corrupted.

Situation Question Technician: Good morning sir; what can I do for you? Customer: Can you check my system unit; because some of my files were deleted.

Scenario: In the Computer Repair Shop