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SPIN Selling by Neil Rackham - Book Summary
“The Sales Book Built on 35,000 Recorded Calls”
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Title: SPIN Selling
Author: Neil Rackham
Category: Sales, Branding & Marketing
Rackham's team recorded 35,000 real sales calls, and the classic closing techniques everyone gets taught actually lowered the odds of winning a big deal. Sam and Sophie sit with that for a second, because it means a whole generation of salespeople were trained into the wrong job.
The episode walks through the SPIN sequence in…
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