Transcription of SPIN Selling – A Summary
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SPIN Selling – A Summary
SPIN Selling A SummaryA word of this Summary in NO WAY replaces the experience of reading one of the SPINS elling books. I cannot hope to cram 200 pages of sales wisdom into a 10 pagesummary. So, do yourself a favor and buy one of theSPIN Selling books (personally Iprefer the SPIN Selling Fieldbook) or better still attend one of the sales courses theyrun. I m very confident it will be worth your time and should also mention that I have never been formally trained in the SPIN Sellingmodel. I was in business to business Selling for 23 years Selling mainly big ticket itemsand only found SPIN Selling late inmy B2B career. I was surprised at how many ofthe SPIN techniques and ideas I wasalreadyapplying.
The Results One of the key findings of this large study was that in successful sales calls it's the buyer who does most of the talking. And how do you get a buyer to talk?
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