Review these SPIN selling question designed to sell structural Insulated panels to builders and only rephrase them if you think the questions needs improvement "Situation Questions:
Can you tell me about the types of homes you typically build and the materials you use for insulation and structural panels?
How do you currently address the needs of your customers when it comes to energy efficiency and indoor air quality?
Does your insurance policy allow for refunds if you complete a project earlier than expected? How is your insurance setup?
How familiar are you with structural insulated panels, and have you ever used them in your building projects before?
Problem Questions:
Have you ever had any issues with the materials you currently use, such as poor insulation or air quality concerns?
Do you have issues with finding quality framers or installers?
How do you deal with that issue?
 How long does it typically take you to build a home with traditional framing and insulation methods? 
Are there delays that happen when you use those methods? 
Do weather delays further extend construction time? 
What are the biggest challenges you face when it comes to meeting the energy efficiency and indoor air quality needs of your customers?
 Do you find it to be too costly to meet those needs? 
What do you have to do to meet those needs? 
Implication Questions:
If quality framers are not available, what impact does it have on the construction project?
Decrease quality of the home and risk the structural integrity of the home which can lead to unexpected costs/repairs in the future. Builders have 10 year warranty on structural integrity 
May have to train staff which can be costly 
May be forced to provide competitive compensation which can be expensive 
What happens if construction takes too long? 
Do you pay more labour? In insurance? 
Do you miss out on taking on other projects? 
What impact does it have on your customers if you don’t meet the need for improved energy efficiency and indoor air quality of the homes you build? 

Need-Payoff Questions:
If you could build the envelope of the home in days rather than weeks, how would that help you? 
Savings in labour cost 
Insurance cost
Could you take on more projects? 
SIPs] How valuable would it be if you didn’t need quality framers for your project?
Can you envision the benefits of using SIPs in your building projects, such as lower energy costs and improved indoor air quality for your customers, and how this could enhance your reputation as a builder?
How would using SIPs help you to differentiate your business and stand out in a competitive market?
Have you considered the potential for LEED credits and other environmental certifications that could enhance your reputation and attract more customers?"
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