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065. How To Use Neil Rackham’s SPIN Selling Framework To Sell Effectively and Ethically

February 14th, 2016 By: Ash

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 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

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