Investigating questioning SPIN INTERVIEW FRAMEWORK # Investigating questioning REC STOP PLAY 1 Situation 2 Problem 3 Implication 4 Need-pay-off Rackman, Neil, SPIN selling
SPIN INTERVIEW FRAMEWORK # 1 Situation i Develop understanding of the context of the sale and collect background information Rackman, Neil, SPIN selling
SPIN INTERVIEW FRAMEWORK # 2 Problem Investigate customer problems, dissatisfactions, difficulties and concerns Rackman, Neil, SPIN selling
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
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
# # # # Situation Problem Implication Need-pay-off SPIN INTERVIEW FRAMEWORK # # # # 1 Situation 2 Problem 2 Implication 2 Need-pay-off Example text Fill in own Example text Fill in own Example text Fill in own Example text Fill in own Example text Go ahead and replace it with your own text. This is an example text. Example text Go ahead and replace it with your own text. This is an example text. Example text Go ahead and replace it with your own text. This is an example text. Rackman, Neil, SPIN selling
Investigating questioning SPIN INTERVIEW FRAMEWORK i 2 Problem Investigating questioning ? 1 Situation 3 Implication Need-pay-off 2 Rackman, Neil, SPIN selling
Investigating questioning SPIN INTERVIEW FRAMEWORK 2 Problem Example text Fill in own Investigating questioning 1 3 Implication Situation Example text Fill in own Example text Fill in own ? 4 Need-pay-off Example text Fill in own Example text Go ahead and replace it with your own text. This is an example text. Example text Go ahead and replace it with your own text. This is an example text. Example text Go ahead and replace it with your own text. This is an example text. Rackman, Neil, SPIN selling