Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 17

Assume you are a salesperson for NCR (National Cash Register Corporation) and you want to sell Mr. Johnson, the owner/manager of a large independent supermarket, your POS terminals. You have just met Mr. Johnson inside the front door of the supermarket, and after your initial introduction, the conversation continues:
Salesperson: Mr. Johnson, your customers are really backed up at your cash registers, aren't they
Buyer: Yeah, it's a real problem.
Salesperson: Do your checkers ever make mistakes when they are in a rush
Buyer: They sure do!
Salesperson: Have you ever thought about shortening checkout time while reducing checker errors
Buyer: Yes, but those methods are too expensive!
Salesperson: Does your supermarket generate over $1 million in sales each month
Buyer: Oh, yes-why
Salesperson: Would you be interested in discussing a method of decreasing customer checkout time by 100 percent and greatly reducing the number of errors made by your checkers, if I can show you that the costs of solving your problems will be more than offset by your savings
a. Using the framework of the SPIN approach technique, determine whether each of the above questions asked by the salesperson is a Situation, Problem, Implication, or Need-payoff question.
b. If Mr. Johnson says yes to your last question, what should you do next
c. If Mr. Johnson says no to your last question, what should you do next