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. Not surprising really, when youthink about it, since SPIN Selling was devised from studying successful big item salespeople and I was very successful at doing just that (thanks mainly to some wisementors I was lucky to be working with).
SPIN Selling – A Summary A word of advice. Reading this summary in NO WAY replaces the experience of reading one of the SPIN Selling books. I cannot hope to …
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