How To Use Neil Rackham‘s SPIN Selling Framework To Sell Effectively and Ethically
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Key Points (Timestamps)
00:24 — Intro and why the SPIN selling framework is so effective01:02 — The SPIN acronym
01:54 — The Situation
02:16 — The Problem
02:43 — The Implication
02:53 — The Needs/Payoff
03:30 — Why SPIN selling is such an important solution for businesses
03:57 — How to execute the SPIN selling framework
04:32 — Example of application of the SPIN framework to someone selling a Facebook advertising service
07:20 — Common obstacles when it comes to SPIN selling
08:16 — Action steps
Ash Roy
Ash Roy has spent over 15 years working in the corporate world as a financial and strategic analyst and advisor to large multinational banks and telecommunications companies. He suffered through a CPA in 1997 and completed it despite not liking it at all because he believed it was a valuable skill to have. He sacrificed his personality in the process. In 2004 he finished his MBA (Masters In Business Administration) from the Australian Graduate School of Management and loved it! He scored a distinction (average) and got his personality back too!