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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham

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If you think you already know the SPIN® model but you’re not sure, OR you’ve read SPIN® Selling but haven’t tried SPIN® in the field yet, OR you’ve been trained in SPIN® but haven’t been through the material for a while, then this chapter is for you.

The questions (and answers) in this chapter will help you decide how to focus your efforts as you use the rest of this book to refresh, develop, and hone your selling knowledge and skills.

So don’t worry if you find any of these questions difficult. Use the results to point you toward your next steps in this book. As you work through each chapter, you’ll add to and build on ...

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