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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2
Instant SPIN® Model
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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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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.