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

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       12

Sharpening Your Skills

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What to Expect

What bottom-line improvement should you expect from developing your SPIN® skills? The first thousand people we trained in these skills averaged a 17 percent increase in their sales results. Will that happen for you? Many people have more than doubled their sales volume after learning and practicing the skills and techniques we’ve described in this Fieldbook. But a little application of simple mathematics should warn you that, based on an average increase of 17 percent, if some have more than doubled their sales, there must also be some who were below average or who didn’t benefit at all. How do ...

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