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Based on the largest research project ever undertaken in the field--over 35,000 sales calls over 12 years--S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales.
Posted August 5, 2001
This book was an optional textbook in my college's 'Personal Professional Selling' course. The material is based on years of research by Huthwaite and all of it documented. This blows the lid off the traditional nonsense about 'closing techniques', 'warming up clients' and 'digging for objections'. I sell bulk delivered foods direct to consumers in-home. Spin Selling and it's companion volume _Spin Selling Fieldbook_ have helped me understand the value of questioning correctly and in what particular order. This has helped me make better use of my time with consumers and show them that I do care about them by focusing on their issues and what my Need-Payoff benefits are.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.