What does the 'S' in SPICED stand for?

• Situation

• Solution

• Strategy

• Sales

What is the purpose of the Critical Event in the SPICED framework?

• To identify the prospect's budget

• To evaluate the sales team

• To determine the deadline for achieving impact

• To assess the competition

Which question type helps understand the prospect's challenges?

• Impact questions

• Situation questions

• Decision questions

• Pain questions

What is a key aspect of the Decision stage in SPICED?

• Understanding the prospect's emotional state

• Assessing the urgency of the situation

• Determining the prospect's budget

• Identifying the decision-making process and criteria

What should you do if a client starts venting during a conversation?

• Ignore their comments

• Ask them to prioritize their concerns

• End the conversation

• Change the subject

Which of the following is an example of a Pain question?

• What tools do you currently use?

• How does bad connectivity affect your revenue?

• What is your decision-making process?

• What is your desired outcome?

In the SPICED framework, what does the 'I' represent?

• Information

• Impact

• Integration

• Innovation

What is the main focus of the SPICED framework?

• To increase product features

• To close deals quickly

• To reduce sales cycles

• To diagnose prospects' needs

What is a common mistake when uncovering Critical Events?

• Asking too many closed questions

• Ignoring the prospect's timeline

• Focusing too much on the budget

• Confusing Critical Events with the prospect's goals

The best way to show a customer you are an expert is to ____.

• Tell them you are an expert or say "Trust me"

• Ask situational questions with context that show you've done research

• Ask a provocative open-ended question without context

• Explain how long you've been in the industry and how great myPOS is