“Sales Technology 8.1” told about the use of social networking to gain information and hence do a better job of gaining the prospect’s attention. Look at the profiles of two of your friends or contacts on LinkedIn, Facebook, MySpace, or some other social networking site. Using strictly the information you find there, what are some ways you could gain that person’s attention in a sales call, assuming you didn’t actually know them before the call?

Assume that you are selling yard maintenance services to a homeowner. Develop a series of open and closed questions to discover the prospect’s needs.

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1. Assume that you represent your school’s placement service. You are calling on a large business nearby that never hires graduates from your college. Generate a list of SPIN questions, making any additional assumptions necessary.

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