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SPIN-selling [Paperback]

Neil Rackham
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Table of Contents

The Huthwaite research; sales large and small; investigating - questions and sales success; customer needs in the major sale; using questions to uncover implied needs; the SPIN strategy; giving benefits in major sales; preventing objections; preliminaries - opening the call; obtaining commitment - closing the sale; turning theory into practice. Appendices: evaluating the SPIN models; closing attitude scale.

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