SPIN Selling

Name: SPIN Selling
Author: Neil Rackham

by Neil Rackham

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Categories: [object Object], [object Object], [object Object], [object Object], [object Object], [object Object], [object Object], [object Object], [object Object], strategy, markets

Summary

Based on extensive research, this book outlines a consultative approach built around four types of questions (Situation, Problem, Implication, Need-Payoff) to uncover and develop customer needs.

Sales Consultative Selling

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SPIN Selling

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To Sell Is Human