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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Index
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.
Advances, 42-43
brainstorming, 46
and Call Plan Form, 177
example of, 173-74
and the buyer, 153
Application knowledge, and Implication Questions, 111
and the buyer, 153
defining, 151
and the large or complex sale, 152
true benefits, 151-52
Brainstorming advances, 46
Business knowledge, and Implication Questions, 111
Buyer-centered purpose, opening, 40
Buyer needs:
Check Yourself, 65-66
developing, 68
across several functions, 72
focusing ...
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