How to Ask the Right Questions for Federal Sales (SPIN)

linkedin live Mar 22, 2022

In today's LinkedIn LIVE session, Neil explains how to ask strategic sales questions that :

  1. result in useful information to advance your federal government contracting 
  2. help build relationships based on a clear understanding the federal buyer's needs

Watch the video for numerous examples of how to use this technique. 

Salespeople who bring a SPIN selling approach to business development ask thoughtful questions specific to federal contracting and the process leads to better understanding of the Situation, Problem, Implication and Need of the federal buyer.

Neil Rackham introduced this SPIN selling strategy in his book, SPIN Selling: Situation Problem Implication Need-payoff  (1988, McGraw-Hill )

Are you using your sales meetings as relationship-building opportunities?

If you arrive already prepared with your solution, you miss the opportunity to really understand your customer's current challenges from their perspective.


99% of the way there.

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