June 1996
Intermediate to advanced
208 pages
4h 33m
English
Content preview from The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and ResourcesBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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1
Using the SPIN® Fieldbook
Overview
I grew up in the jungles of Borneo in what’s now Eastern Malaysia. My father was setting up schools in rural areas where education was unknown. I remember going up river with him to a newly opened country school to deliver notebooks for the students to write in. When we came back a month later, there, untouched on the teacher’s table, were the notebooks we had left. The teacher explained to us, “These books are much too nice to spoil with children’s scribbles. I shall wait until they grow up and leave school. Then I’ll give them the notebooks.” It sounded logical enough to an 8-year-old like me. Books ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.