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What I like most about SPIN Selling

What I like most about SPIN Selling... besides the thorough research, has got to be the show of effectiveness for the different SPIN (Situation, Problem, Implication, Need-Payoff) questions.

I think if more salespeople understood this the types of questions they use would undergo a dramatic shift. ;wi - by Houston
I think if more salespeople understood this the types of questions they use would undergo a dramatic shift. ;wi
I am one of those salespeople. When I was being trained most of the questions I had to learn were Situation questions. I still have a long way to go with SPIN selling but I don't ask nearly as many of those anymore. - by Seth
I am one of those salespeople. When I was being trained most of the questions I had to learn were Situation questions.
I don't think you would be in the minority. ;bg - by Houston
Rackham did a fantastic job researching and detailing the different questions and their impact. - by Agent Smith
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