SPIN FAQS + Project Info

SPIN Role Play Assessment/Grading: Communication Skills

: Overall verbal skills and nonverbal skills

SPIN Role Play Assessment/Grading: Close

Asked for a meeting with specific time/date to come back and talk more about your company/products/solutions

SPIN Role Play Assessment/Grading: Professional Dress/Visual:

Had good lighting, quiet background, good positioning on camera, professional hair and dress.

What does SPIN stand for? (I)

Implication. Implication questions are used to help reps understand the consequences or impact of the prospect's problem. These questions give prospects a chance to voice their frustrations-and for reps, present an opportunity to strengthen bonds by validating prospect pain.

Where can I find my team members for Parts III and IV of the project?

In Blackboard, scroll to the bottom of the left-hand panel. In the "My Groups" section, you should see your group labeled "Group __". Click on the drop down and go to Group Homepage to see your group members.

Who will I be selling to in the SPIN role play?

In this case, you will meet with Jalen Mathews, the Hotel Director over Housekeeping and Cleaning. Your objective is to discuss the goals of the hotel after the renovations and expansion and how they plan to create a safe and nice stay for their guests.

What does SPIN stand for? (N)

Need-payoff. Need-payoff questions focus on understanding of the urgency and impact of solving the problem. Here, you're trying to figure out if solving this problem is a priority—and if so, quantifying the impact of that solution. Once you've asked, answered, and addressed all these questions, it's time to move in for the close.

What does SPIN stand for? (P)

Problem. Problem questions are used to uncover more details about the problems your prospects are facing. Your goal is uncovering the what and the why behind their pain points and challenges, probing deeper so you can learn what's really going on behind the scenes.

SPIN Role Play Assessment/Grading: Need Payoff Question

Related the answer to the implication question by asking a question as to whether they would like to hear about how your company's product/service can help solve their problem

SPIN Role Play Assessment/Grading: Implication Question

Related the answer to the problem question by asking a question that had the understand the ramifications/issues if their current situation continued OR what would happen if they chose to make a change.

SPIN Role Play Assessment/Grading: Problem Question:

Related the answer to the situation question by asking a question that uncovered a challenge, problem, issue.

The Needs/Gathered Information

Reported information about the University of Houston Hilton's needs: • Before the hotel expansion and renovations, the reviews on Yelp were not stellar, citing dingy, unclean rooms • The expectations of the UH Board of Regents is that the UH Hilton will be a place where visitors to campus will stay and filled to capacity • The UH Hilton is staffed by current UH students, so training of proper cleaning, products, procedures is essential to customer satisfaction • The current budget allotted for all cleaning supplies is an annual $250k.

Who created SPIN selling?

SPIN Selling was introduced by Neil Rackham in his 1988 book of the same name.

What does SPIN stand for? (S)

Situation. Situation questions help sellers understand the basic facts about the buyer's current state. Essentially, you're trying to gather the foundational information that sets the tone for the rest of the sales process.

SPIN Role Play Assessment/Grading: Situation Question:

Stated a fact you knew about the prospect and then asked a relevant question to gain a better understanding of their situation

SPIN Role Play Assessment/Grading: Professional Introduction:

Stated your background, the Company's Product/Service offerings, Types of Customers, Value Proposition and Asked question to start conversation with your buyer. (Introduction: Name, Company, Title, Agenda, Time Frame AND 30 second commercial)

How will I be graded on the SPIN Role Play?

The SPIN Role Play is 50 points toward your grade. Signing up is 10 points. If you do not sign up, you will not be able to complete the role play. Review the SPIN Role Play Grading Sheet to see details on how the 50 points will be broken down.

Is this a group project or individual project?

The Sales Project is broken down into four parts. Part I (SPIN) and Part II (SPIN Self-Assessment) are individual projects. Part III (Team Sales Proposal) and Part IV (Team Sales Role Play) are team projects.

The Competition

The hospitality supply industry is competitive and Proctor & Gamble and Contec Jalen Mathews and Stevie Jacobs to discuss their solutions as well. (research competitors)

Who is responsible for recording the SPIN role play?

YOU are responsible for beginning and ending the recording. Make sure you KEEP your recording and do not delete it. You will use the recording to complete Part II of your Semester Sales Project, the SPIN Self-Assessment.

What role am I playing in the SPIN role play?

You will be an Territory Manager for ECOLAB where you will be selling to the UH Campus Hilton Hotel. In your role as Territory Manager, you are responsible for selling cleaning solutions to the hospitality sector. (read over Ecolab PDF in black board)

Where will the SPIN role plays be conducted?

You will complete your SPIN role play online over Microsoft Teams with a buyer.

How long should my role play be?

Your SPIN role play should be about 5 minutes. It will begin when you and your buyer are ready and you have started the recording. Your total time slot will be 15 minutes for introduction, feedback and comments.

How will the call for the role play be initiated?

Your buyer will initiate the call over Microsoft Teams. You will answer. (Watch the videos in the course content 2/20)

The Objective:

Your goal is to understand the goals of UH Hilton and sell a solution that will ensure the Hilton Standard of excellence is maintained in the newly renovated hotel while also teaching its students. You need to explain that you've helped implement new health/safety protocols in several businesses in the hospitality industry since Covid-19. The primary products that ensure a clean and safe environment that will help UH Hilton are: No- Rinse Alkaline Floor Cleaner (NRAFC), Oasis® ZephAir™ Tough Odor Remover, Peroxide Multi Surface Cleaner and Disinfectant, Scrub Free Bathroom Cleaner and Disinfectant

What should my role play consist of?

Your role play should incorporate an introduction, building rapport, and a 30-second commercial of yourself, your role, and your company. In addition, you need to include SPIN Questions (at least one of each letter), and ask for another meeting. Review the SPIN lectures for more details.

How can I research more about the product I am selling in the SPIN role play?

go to www.ecolab.com You will be selling these specific products: NoRinse Alkaline Floor Cleaner (NRAFC), Oasis® ZephAir™ Tough Odor Remover, Peroxide Multi Surface Cleaner and Disinfectant, Scrub Free Bathroom Cleaner and Disinfectant