Demonstration: SPIN Framework in Business Problems

In the previous segment, you learnt about the SPIN selling framework. Now, as a practice exercise, you are expected to frame SPIN questions for the case of revenue returns that we discussed before. You can revisit the problem in the prior segment if you want.

The problem is associated with an IT consulting firm, for which you developed the following 5W and 5 WHYs:

Now, moving on to the next step, you are expected to come up with two questions under each category of the SPIN framework. In the following video, provide your questions and proceed with the video, where Amit will walk you through some of his questions.

In the video, Amit discussed the SPIN framework based on the revenue returns problem faced by the IT consulting firm. This framework helps you have a structured approach to understanding the problem. 

One benefit that this framework has over others is that it also helps both the problem solver and the client understand the benefits and the expectations from the solution.

• If you are solving the problem, you receive answers to all the questions that you have in mind and have clarity of what the client or team expects.
• The client can visualise that the solution will resolve a lot of their problems discussed under the implication questions and provide the benefits conferred under the need-payoff section. They will be more willing to give you all the information and resources if they realise how useful the solution will be.

In the next segment, you will be provided with some key points that you should follow strictly during an interview.