Create a specific commitment to use SPIN questions in one real sporting-goods customer interaction.
a SPIN-based customer conversation in a sporting-goods retail category floor selling in running, team sports, protective gear, racquets, fitness equipment, outdoor, or bike categories When a customer asks for [product/price] before the use case is clear, I will ask: Situation: [where/how often/deadline]. Problem: [what is not working]. If the problem matters, I will ask: Implication or Need-payoff: [what happens if it continues or what better outcome matters]. Then I will show [two or three options] tied to their answer. In 3 days, record the question you used, the answer you heard, and the recommendation it changed. Running customer asks for…
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