S. P. I. N. Selling Fieldbook Practical Tools, Methods, Exercises and Resources

ISBN-10: 0070522359

ISBN-13: 9780070522350

Edition: 1996

Authors: Neil Rackham

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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.
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Book details

List price: $32.00
Copyright year: 1996
Publisher: McGraw-Hill Education
Publication date: 6/22/1996
Binding: Paperback
Pages: 224
Size: 7.50" wide x 9.25" long x 0.50" tall
Weight: 1.166
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
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