1. Investigating questioning
SPIN INTERVIEW FRAMEWORK #
Investigating questioning
REC
STOP
PLAY 1
Situation 2
Problem 3
Implication 4
Need-pay-off
Rackman, Neil, SPIN selling

2. SPIN INTERVIEW FRAMEWORK# 1
Situation i
Develop understanding of the context of the sale and collect background information
Rackman, Neil, SPIN selling

3. SPIN INTERVIEW FRAMEWORK# 2
Problem
Investigate customer problems, dissatisfactions, difficulties and concerns
Rackman, Neil, SPIN selling

4. 3 Implication # SPIN INTERVIEW FRAMEWORK
Link isolated problems by examining their effect on customer business and organisation. The purpose of implication questions is to break down the problems of specific customers to make implied needs explicit and to analyse the cost effectiveness of solving them.
Rackman, Neil, SPIN selling

5. SPIN INTERVIEW FRAMEWORK? # 4
Need-pay-off
Help customers see the value and benefits of the solution of an implied need. Action-oriented, 'explicit needs' trigger purchase.
Rackman, Neil, SPIN selling

6. # # # # Situation Problem Implication Need-pay-off
SPIN INTERVIEW FRAMEWORK # # # # 1
Situation 2
Problem 2
Implication 2
Need-pay-off
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Rackman, Neil, SPIN selling

7. Investigating questioning
SPIN INTERVIEW FRAMEWORK i 2
Problem
Investigating questioning ? 1
Situation 3
Implication
Need-pay-off 2
Rackman, Neil, SPIN selling

8. Investigating questioning
SPIN INTERVIEW FRAMEWORK 2
Problem
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Investigating questioning 1 3
Implication
Situation
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Need-pay-off
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Rackman, Neil, SPIN selling