Title: S-P-I-N is an acronym for Outselling Your Competition
Product review: Being a Sales Executive with a Major Fortune 500 company, I have found the S-P-I-N selling methods promulgated by Neil Rackham to be invaluable. Prior to reading, I expected something different based on the title of the book alone.As Rackham explains: S stands for SITUATION, P is for PROBLEM, I is for IMPLICATION and N stands for NEEDS-PAYOFF. With that said, Neil outlines strategies, techniques and questions that will help an average sales person become more potent when it comes to outselling your competition.This book is a must read for those engaged in major (big ticket, multiple system) sales who want to WIN!
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