Walk browsing into a showing plan
Guide a vague jewelry browsing interaction into a focused showing using SPIN decisions.
The vague browse A customer says she is just looking for an anniversary gift under $2,000, while glancing between pendants and bracelets. If the associate opens too many trays now, the decision becomes price and sparkle instead of meaning. SPIN path Situation -> Problem -> Implication -> Need-payoff Use each question to earn a narrower showing. The point is not interrogation; it is relevance. Tray reflex Show what is nearby and hope something catches A three-piece showing with a reason behind each piece. The next piece out of the case should be justified by something the customer just revealed. 01…
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