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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources [Paperback]

Neil Rackham
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Table of Contents

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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