Sort customer signals into SPIN
Classify jewelry customer cues into SPIN categories so associates know the next question to ask.
Sort each jewelry customer cue into the SPIN category it most clearly represents. Situation fact Problem signal Implication stake Need-payoff value The proposal is planned for next Friday. She works in a clinic and wears gloves all day. He worries a high setting will snag or feel uncomfortable. They are confused by natural versus lab-grown price differences. If the ring cannot be resized in time, the proposal plan breaks. If the certificate story is unclear, the family will question the purchase. A low-profile ring would let her wear it every day without worry. A clear trade-off would make them confident…
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