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065. How To Use Neil Rackham‘s SPIN Selling Framework To Sell Effectively and Ethically
Ash RoyFeb 14, 2016 11:49:07 PM< 1 min read

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

How To Use Neil Rackham‘s SPIN Selling Framework To Sell Effectively and Ethically

 

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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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!

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