Logical message structure underlies all effective workplace communication.

  1. Conversations — verbal and non-verbal
  2. Presentations — visual, verbal, non-verbal
  3. Written documents — written word, visual

The Minto Pyramid / SCQA

  • What is the current Situation?
  • What Complications have arisen in the situation?
  • Given the complications, what Questions do we need answers to?
  • What are the Answers to those questions?

Extreme Presentation Method / SCoRE

  • What is the completely non-controversial Situation you’re in?
  • What Complications do the audience have with the situation?
  • What are the Resolutions to each complication?
  • What is a specific, concrete Example of each resolution?

NOSE

  • Summarise the client’s Needs
  • Show the potential Outcomes in terms of gains or improvements
  • Recommend Solutions or an approach to find them
  • Substantiate with Evidence that we can do the job

SPIN

  • The seller uses Situation questions to establish a context, leading to…
  • Problem questions so that the buyer reveals…
  • Implied needs which are developed by Implication questions which makes the buyer feel the problem more clearly and acutely, leading to…
  • Need-payoff questions so that the buyer states explicit Needs allowing the seller to state benefits of buying the product or service

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Staff Agile Coach at Spotify, ex-ThoughtWorks, ex-CruiseControl

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Jason Yip

Jason Yip

Staff Agile Coach at Spotify, ex-ThoughtWorks, ex-CruiseControl

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