Safety

Integrity

Quality-Value-Profit

Team 90 People

Communication & News

Company Direction

Energy & Environment

Help

Team 90 Processes

Team 90 Projects

Quality

Innovation

Partnershipping

Purpose

CleanAir Value Creation Process

Narrow the Focus

SPIN Selling

Communicate Explicit Needs, Benefits Sold & Benefit Metric

PDSA

SPIN Selling

SPIN Selling Purpose @ CleanAir - To provide a systematic process to determine value, sell value, create value and reward value.  

SPIN Summary

Learning SPIN

Definitions

Situation Questions - Friendly but key fact finding questions to lead smoothly to the problem questions.  Each one must has a clear purpose relevent to the potential sale.  For example:

How many megawatts do you generate?  My dog eat my modem cable.

Do you operate under title 5 permit? My cell phone battery died when I call DNR.

Who are the other people involved with this project?  So I can go around your roadblock.

Yes they are situation questions but they are not good ones!

Problem Questions

Implied Need

Implication Questions

Need-payoff Questions

Explicit Need

Benefits

Benefit Metric

PDSA

 

 

 

Applying SPIN

Evaluating SPIN

Auditing SPIN