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.
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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?
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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.
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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.
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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.
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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.
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Scenario: In the Computer
Repair Shop
