SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Name: SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Availability: InStock
ISBN: 9780070522350

ISBN-10: 0070522359

ISBN-13: 9780070522350

Edition: 1996

Authors: Neil Rackham

List price: $35.00

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This book, a companion volume to the bestselling Spin Selling, shows how to put into practice the revolutionary tools and techniques that guarantee success in big-ticket sales. It includes exercises and case studies.

Book details

List price: $35.00
Copyright year: 1996
Publisher: McGraw-Hill Education
Publication date: 6/22/1996
Binding: Paperback
Pages: 224
Size: 8.00" wide x 9.00" long x 1.00" tall
Weight: 0.990
Language: English



This Book


The SPIN Model


Check It Out


Putting Spin in Context


Putting Spin to Work


Buyer Needs


Situation Questions


Problem Questions


Implication Questions


Need-Payoff Questions


Demonstrating Capability


Increasing Your Impact


Putting It All Together


Beyond Spin


Forms and Other Tools