SPIN Role Play Self-Evaluation
In my personal SPIN Role Play, I had to present myself to a company who wants to buy cars
from my dealership, Sewell. My goal was to understand and ask questions to obtain the
necessary information for what the company wanted. During the role play, we were graded and
determined how well we did with our attire, introduction, SPIN process, and how well we closed.
Professional Dress:
My clothing was appropriate, where it was not too “fashionable” and made sure all the buttons
were buttoned. My facial grooming was very well tamed; my hair was made and kept my facial
hair groomed.
Introduction:
For my introduction, I believe that there were certain things that I could have done better; for
example, I should have asked the client if I could be seated. I could have also built a rapport. I
could improve this by making small discussion before getting right into the SPIN process. The
rapport would have built a greater trust between me and the client.
Situation Questions:
When beginning the SPIN process, I made sure to ask questions to better my understanding
about Le Jardin’s purpose. I believe I asked the right questions to help lead the conversation
towards the issues that Le Jardin is facing. One thing I can improve, is preparing myself to
having my questions well established and not have to try to find the right words.
Problem Questions:
In this part of the SPIN process, I figured out what issue the company was having and what their
goals were. I listened to what the client wanted and tried to figure out ways to help.
Implication Questions:
During the whole role play, I had great communicating skills. Nonverbally I did great by giving
friendly expressions. One thing I could improve on verbal is slowing down and collecting my
thoughts before speaking; it was noticeable that I was nervous and should be avoided.