Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already is use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods are available here. With wit and authority, Neil Rackman explains the SPIN strategy, using real-world examples and informative cases.
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Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already is use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods are available here. With wit and authority, Neil Rackman explains the SPIN strategy, using real-world examples and informative cases.
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