SPORTING-GOODS-RETAIL5 MIN READ
Dialogue: First Baseball Glove
Use SPIN questions to guide a first-time baseball glove customer without overwhelming them.
Dana D Parent buying first glove S Situation P Problem N Need-payoff First practice tonight 20 sec The customer moment Dana needs a baseball glove for a nine-year-old and has almost no category knowledge. Too much product detail creates anxiety; too little discovery creates a bad first practice. 9 years old tonight first practice
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