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S P I N SELLING

S P I N SELLING

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Published by Atul Kathole

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Published by: Atul Kathole on Oct 21, 2011
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05/12/2014

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S P I N SELLING
 
Spin Selling
 
 
SPIN MODEL
 
Initially, Situation Questions are asked to establishbackground facts.
Next, quickly move to Problem Questions to exploreproblems, difficulties, and dissatisfactions.
In smaller sales we could offer solutions on the spot butwe need to hold back in large sales.
Once the problem is justified by the buyer, we need toask need-payoff questions.

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