Neil Rackham SPIN Selling Chapter 3 Customer Needs in the Major Sale

>> YOUR LINK HERE: ___ http://youtube.com/watch?v=FCrWDEeOc8U

This video is a summary of chapter 3 of Neil Rackham's book; SPIN Selling which covers Customer Needs in the Major Sale. • Topics covered include Explicit vs Implied Needs, Needs Development in Sales, Buying Signals, and The Value Equation.","styleRuns":[{"startIndex":0,"length":243,"styleRunExtensions":{"styleRunColorMapExtension":{"colorMap":[{"key":"USER_INTERFACE_THEME_DARK","value":4294967295},{"key":"USER_INTERFACE_THEME_LIGHT","value":4279440147}]}},"fontFamilyName":"Roboto"}]},"headerRuns":[{"startIndex":0,"length":243,"headerMapping":"ATTRIBUTED_STRING_HEADER_MAPPING_UNSPECIFIED"}]}},{"itemSectionRenderer":{"contents":[{"continuationItemRenderer":{"trigger":"CONTINUATION_TRIGGER_ON_ITEM_SHOWN","continuationEndpoint":{"clickTrackingParams":"COYBELsvGAIiEwiZ-MCY0eqLAxVhdHoFHZj9ArM=","commandMetadata":{"webCommandMetadata":{"sendPost":true,"apiUrl":"/youtubei/v1/next"}},"continuationCommand":{"token":"Eg0SC0ZDcldERWVPYzhVGAYyJSIRIgtGQ3JXREVlT2M4VTAAeAJCEGNvbW1lbnRzLXNlY3Rpb24%3D","request":"CONTINUATION_REQUEST_TYPE_WATCH_NEXT"}}}}],"trackingParams":"COYBELsvGAIiEwiZ-MCY0eqLAxVhdHoFHZj9ArM=","sectionIdentifier":"comment-item-section","targetId":"comments-section"}}],"trackingParams":"COUBELovIhMImfjAmNHqiwMVYXR6BR2Y_QKz"}},"secondaryResults":{"secondaryResults":{"results":[{"lockupViewModel":{"contentImage":{"collectionThumbnailViewModel":{"primaryThumbnail":{"thumbnailViewModel":{"image":{"sources":[{"url":"https://i.ytimg.com/vi/InxgCACnN9k/hqdefault.jpg?sqp=-oaymwEwCKgBEF5IWvKriqkDIwgBFQAAiEIYAfABAfgB_gmAAtAFigIMCAAQARhlIFEoQzAP rs=AOn4CLB3zgTquAVwk0_6IrRS8WMnT9kZ-Q","width":168,"height":94},{"url":"https://i.ytimg.com/vi/InxgCACnN9k/hqdefault.jpg?sqp=-oaymwExCNACELwBSFryq4qpAyMIARUAAIhCGAHwAQH4Af4JgALQBYoCDAgAEAEYZSBRKEMwDw== rs=AOn4CLDOraRmol6nYi1m8Sxncc92MXapyw","width":336,"height":188}]},"overlays":[{"thumbnailOverlayBadgeViewModel":{"thumbnailBadges":[{"thumbnailBadgeViewModel":{"icon":{"sources":[{"clientResource":{"imageName":"PLAYLISTS"}}]},"text":"21 videos","badgeStyle":"THUMBNAIL_OVERLAY_BADGE_STYLE_DEFAULT","backgroundColor":{"lightTheme":3352610,"darkTheme":3352610}}}],"position":"THUMBNAIL_OVERLAY_BADGE_POSITION_BOTTOM_END"}},{"thumbnailHoverOverlayViewModel":{"icon":{"sources":[{"clientResource":{"imageName":"PLAY_ALL"}}]},"text":{"content":"Play all","styleRuns":[{"startIndex":0,"length":8}]},"style":"THUMBNAIL_HOVER_OVERLAY_STYLE_COVER"}}],"backgroundColor":{"lightTheme":4141866,"darkTheme":4141866}}},"stackColor":{"lightTheme":10059115,"darkTheme":9667190}}},"metadata":{"lockupMetadataViewModel":{"title":{"content":"Infoteam Sales Scribbles"},"metadata":{"contentMetadataViewModel":{"metadataRows":[{"metadataParts":[{"text":{"content":"InfoteamConsulting

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