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The Key to Technical Selling First Installment A PAF Production
Sun Tzu Wu & The Art of War ,[object Object],[object Object],[object Object]
The Art of Sales –  Engagement ,[object Object],[object Object],There are five essentials for victory:
The Art of Sales –  Resource Control ,[object Object],[object Object],There are five essentials for victory:
The Art of Sales –  Vision of Success ,[object Object],[object Object],There are five essentials for victory:
The Art of Sales –  Preparation ,[object Object],[object Object],There are five essentials for victory:
The Art of Sales –  Capacity ,[object Object],[object Object],There are five essentials for victory:
Know your Enemy  Know Yourself ,[object Object],[object Object],[object Object]
S P I N Selling   by Neil Rackham ,[object Object],[object Object],[object Object]
Neil Rackham ,[object Object],[object Object],[object Object],[object Object]
Why you care ,[object Object],[object Object],[object Object]
What is SPIN? ahh, the meat of the sandwich… ,[object Object],[object Object],[object Object],[object Object]
Situation questions ,[object Object],[object Object],[object Object],[object Object],[object Object]
Situation questions - examples ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem questions – examples ,[object Object],[object Object],[object Object],[object Object],[object Object]
Demonstrating the Need ,[object Object],[object Object],[object Object]
Wacky Implied Needs ,[object Object],[object Object]
Less wacky, clear problems ,[object Object],[object Object]
Leading a Horse to Drink ,[object Object]
Implication questions ,[object Object],[object Object],[object Object],[object Object]
Implication questions - examples ,[object Object],[object Object],[object Object]
Implication Questions & Tangents ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Implication Questions - results
Need-payoff questions ,[object Object],[object Object],[object Object],[object Object]
Need-payoff questions- examples ,[object Object],[object Object],[object Object]
Explicitly Explicit ,[object Object],[object Object]
Differentiating Implication & Need-payoff questions ,[object Object],[object Object],[object Object]
 
The SPIN Model
The SPIN Model (cont’d)
Recap of SPIN Selling ,[object Object],[object Object],[object Object],[object Object]
Taking Full Advantage  of the Ambush ,[object Object],[object Object]
So, you’ve utilized SPIN ,[object Object],[object Object]
Data Oriented versus  Feeling Oriented People ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Data Oriented versus  Feeling Oriented People ,[object Object],[object Object],[object Object],[object Object]
A Couple o’ Things ,[object Object],[object Object],[object Object],[object Object]
Objections ,[object Object],[object Object]
Proposing Commitments ,[object Object],[object Object],[object Object]

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The Key To Technical Selling