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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham

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Instant SPIN® Model

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About This Chapter

This chapter is designed to give you an instant basic understanding of the SPIN® model. It isn’t meant as a substitute for the excellent and informative book, SPIN® Selling (Rackham, McGraw-Hill, 1988.) If you haven’t looked through SPIN® Selling, then you really should do so. It’s a quick read, it answers lots of questions we can’t address here, and it is full of cases and examples that bring the model alive. Above all, if you’re the kind of person who is impatient with unsupported claims and promises, if you search instead for substance and proof, then you’ll find the evidence you need in SPIN ...

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