Written by Ash Roy | Feb 14, 2016 12:49:07 PM
How To Use Neil Rackham‘s SPIN Selling Framework To Sell Effectively and Ethically
Related / Mentioned Podcast Episodes:
Key Points (Timestamps)
- 00:24 — Intro and why the SPIN selling framework is so effective
- 01:02 — 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